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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 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.

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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  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

accredited investor database

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506c Companies are Raising Money

With the SEC lifting the ban on general solicitation, 506c companies are raising money and recruiting new investors.  Regulation D is an exemption from registration with the SEC.  Within Reg D are several rules, including Rule 506.  After the JOBS Act was passed, the SEC created Rule 506c to be a unique exemption that would allow companies to raise money without registering and be able to advertise their private placement at the same time.  Previously, companies were only able to advertise once the deal had been closed to investors.

This important change has made it possible for companies to expose their offering to a wider group of investors.  Instead of being confined to their local investor community, they can now comfortably advertise to investors throughout the United States.  The key is that they need to be accredited investors.  A company using Rule 506c can only accept money from verified accredited investors, or they can lose their exemption.

In order to start raising money, 506c companies need to create their private placement and all of the disclosures that go with it.  Once the private offering has been prepared, the advertisements need to be prepared as well.  These need to be submitted to the SEC before they are made public.  The SEC wants to keep them on file and may or may not comment on them.  The company also needs to register in the EDGAR system before advertising the offering.  This is a change from the traditional Rule 506, where a company could register in the system after an investor was ready to participate.

While 506c companies can advertise the advertisements all need to state that only accredited investors can participate.  With this in mind, it is wise to maintain the traditional investor cultivation of one on one meetings and calling from accredited investor leads as well. Consider these traditional activities as a good way to build your base of investor, while advertising can attract investors to push the raise over the top.  It is unwise to focus on one strategy alone but combined they can make a dynamic impact.

There are several ways to advertise the offering, including:

  • Print Ads.  Buy ad space in investor newsletters, publications, and magazines.  By targeting your ads in places where accredited investors are likely to be found, you will have greater success. Remember that this is a specific audience.
  • Radio.  You can take out radio ads in your local community and may want to promote an informational event that people can attend for free.
  • Television.  While an expensive form of advertising, this market is now open to 506c companies.
  • Online.  Announce your offering on your website and social media pages.  This will give you good exposure with your existing customer base, people that know you and may be interested in supporting you.

The market is wide open to raise money and attract accredited investors.  Leverage this opportunity to expand your investor base and close more deals.  Just make sure to stay in compliance along the way.

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Maximize Your Private Placement Leads

If you are looking to raise money, private placement leads need to be part of your tool kit.  Every year companies raise more money through private offerings than they do on the stock market.  This is fantastic news for business owners and entrepreneurs because it shows that there is an appetite for off the market deals.  The key is reaching the investors that can participate.

When raising money, it is important to determine which vehicle you are going to use.  The Securities and Exchange Commission offers several exemptions from registration.  By using an exemption you will file less paperwork, spend less money, and start raising money faster.  The most commonly used ones are found within Regulation D.  Within Reg D there is Rule 504, Rule 505, and Rule 506.  Each one of these rules has specific guidelines for who can invest in the offering, with them geared towards Accredited Investors.

When searching for private placement leads, look for accredited investor leads.  These are people that meet the SEC’s requirements for being able to invest in all types of private offerings without restriction.  When you work with accredited investors, you have a better chance of staying in compliance and avoiding issues with the SEC down the road.

Where can i purchase private placement leads?

You can buy private placement leads from  Once purchased, you need to have a strategy for maximizing your lead list and closing more deals. It starts by understanding the value of your offering.  What opportunity are you presenting to investors and how will it deliver direct value to their lives?  If you cannot clearly articulate that within thirty seconds to a minute, your sales pitch is dead.  Investors need to know what is in it for them first.

After you have explained the value of your specific deal, it is important to discuss the overall industry opportunity and how you are uniquely positioned to take advantage of it. Investors want to know that there is an opportunity here and on the horizon.  It is a good idea to have industry facts and bullet points written out before you make a call or schedule a meeting.  Your job is to be the industry expert and to understand every reason why this particular opportunity can benefit from current industry trends. The more knowledgeable you are, the more confidence investors will have in you and your company.

Cultivate your private placement leads by following up with people.  Once you have made initial contact try to get them excited enough to want more information, request a meeting, or copy of your private placement.  The goal is to keep your leads engaged while you walk them through the process.  Many leads are lost not because the investor isn’t interested but because they weren’t followed up with.  Use a tracking system to document whom you spoke with, when, what was discussed, what the next steps are, and when to follow up.  Continue to cultivate your leads list as you walk investors through the closing process.

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Find Accredited Investor Leads

If you are looking for accredited investor leads you can purchase them at  Whenever you look for a lead list, it is important to narrow down your requirements as much as possible.  That way you will be able to reach prospects that are most likely to be interested in your offering.

Before you order your lead list consider the following:

  • What geographic area are you targeting?  Depending on how you structure your private offering will determine, in part, what area of the country you should target.  For example, with an intrastate offering you can only work with investors that are located within the same state as the business.  If you are looking to raise money for a business in a localized industry, you should also stick with investors that would be familiar with that local issue.
  • Demographics.  It is important to consider the demographics that you want to target for prospective investors.  Ask your team if your product, service, or opportunity would appeal more the men or women.  Is there a specific age group that would get excited about your opportunity?  For example, if you are raising money for an emerging industry you should target people that statistically are more open minded towards new trends.

By building an ideal investor profile, you can attempt to match your lead list as closely as possible to your ideal investor.  This will save you time and energy when speaking with people and help you to increase your closing ratios.

You can also find accredited investor leads within your local community.  Start by making presentations at your local Angel Investment Club.  The people that belong to it are mostly accredited investors that are interested in investing in local companies.  At times, there may be a small fee to present but you will have the opportunity to make a live presentation to a room full of investors.

Networking is another way to find accredited investor leads.  Speak with your local bankers, lenders, CPA’s, and financial advisers about your particular investment opportunity.  Talk about your industry and the future of it while helping them to understand why your investment opportunity is so exciting.  While they may not be able to invest, they may have clients that can and would be interested. Ask for them to introduce you to other people that they know.  Set up face to face meetings for investor presentations.

Every time you meet with a prospective investor, or have a good conversation over the phone, ask if they know anyone else that would be interested in your opportunity.  Investors themselves can be a great source of leads.  They often share information within their own community and when one investor is excited you could get other ones excited through their personal recommendations.

To get started, simply contact to order your accredited investor lead list.  Develop a script and start making calls.  Use these introductory calls to get people interested enough to want to view your material and make an appointment.

accredited investor leads

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Making the Most of the 506c

You can raise more money by using the 506c opportunity.  When the JOBS Act passed it had a provision that included people being able to advertise their private offerings.  The SEC responded by lifting the ban on general solicitation under a newly created rule, 506c.  This gives companies and their representatives the ability to market their offering to the general public as long as it is made clear that only accredited investors can participate.

In order to make the most of the 506c opportunity you need to create an advertising plan that exposes your offering to the maximum number of potential investors. You can approach it from two perspectives, advertising in areas where you know investors frequent or advertising within the industry niche that our company operates. Your advertisements can be broad or specific but must include language that only accredited investors can participate.  If you accept any money from a non-accredited investor, you will be in violation of the rule and could waive your entire exemption.

Here are ways to advertise your 506c opportunity.

  • Online.  You can place information about the offering on your website and invite viewers to contact your internal employee or investment representative for more information and to request a copy of the full private placement.
  • Social Media.  Using Facebook, Twitter, LinkedIn and Google+ can all be effective ways to spread the news about your offering.  You are able to narrow down your advertisements based on niches and geographic location.  This is ideal for companies that are looking to build an investor base within their community.
  • Magazines.  You can take out advertising space in magazines that are geared toward investors and industry groups.  There are specific publications that are geared toward accredited investors that could be useful in your efforts.
  • Radio.  If you have demographic data on your ideal investor, you can reference that data against the demographic data for local radio stations.  Run ads on stations that your demographics listens to.
  • Mailers.  You can buy a lead list of accredited investors and send them out a mailer or postcard with teaser information that makes them want to call and request a copy of your offering documents.
  • Phone calls.  Calling investors on the phone is still an effective way to reach people and get them interested in your offering.  When looking to make the most of the 506c opportunity do not take calling off of our list.

This is a unique opportunity to widen your investor base.  People that you never had the opportunity to contact are now available for you to reach through traditional advertising methods.  The key is to ensure that you are in compliance.  When using 506c the SEC requires you to file a Form D with EDGAR before you ever start advertising.  This is different than normal where you can talk about your offering but are not required to file until you are ready to raise money.  If you fail to meet this requirement, you are in violation and can lose your exemption.  Take advantage of the 506c opportunity by running a thorough marketing campaign and staying in compliance.


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How to Verify Accredited Investors and Stay in Compliance

If you are raising money through a private placement, you will need to verify whether or not interested investors are Accredited Investors.  How you structure your private offering will determine whether or not all of your investors need to be accredited.  For example, if you use Reg D Rule 504 or 505 you can accept a limited number of non-accredited investors.  If you issue the offering under Rule 506(b), your investors must be either sophisticated or accredited.  Under Rule 506(c) you can work with accredited investors only.  In order to stay in compliance, you must obtain and keep information on your investors that attests to their accreditation status.

Here is what you need to know about how to verify accredited investors and stay in compliance:

Reg D Rule 504 and Rule 505

A limited number of non-accredited investors may participate in your offering.  They still need to be given all of the same disclosures as accredited investors and you need to maintain investor information on everyone, including:

  • Personal Information.  Create a form to capture their name, birth date, social security number, address, phone number, email, occupation, and work contact information.
  • Accreditation Form.   Have them fill out a form with their assets on one column and their liabilities on the other.  Calculate their total net worth by subtracting their total liabilities from their total assets.  Their primary residence is not included on either side of the form, unless they owe more than their home is worth.  In another area of this form, have them list how much money they made individually and with their spouse over the past two years along with what they anticipate their income to be this year. Include a line at the bottom where they can say that they are (or aren’t) an accredited investor.  The form needs to be signed and dated.
  • Investment Information.  This form should identify the first day that they received information about the offering, when they completed their accreditation form, how much they invested, when they invested it, and the corresponding number associated with their shares.  This form should also state that they received all of the information they needed in order to make an informed investor decision.  Have them sign and date it.  You can also have them initial each line.

Verifying accredited investors for Rule 504 and Rule 505 is fairly simple.  These forms should be sufficient for staying in compliance.  For further information or tips, contact your securities attorney.

Rule 506

Under Rule 506, you are not allowed to accept investment dollars from non-accredited investors.  They must be either “sophisticated” or accredited.  Sophisticated means that they must have sufficient financial knowledge to make the decision of whether or not to invest, even though they do not have the capital to do so.  In order to document this, adjust the personal information form to include a section for their investor history and why they are a sophisticated investor.  In addition, you will need the following:

  • Personal Information.  See above.
  • Investment Information.  The data you need to collect for this is the same as above.
  • Accreditation Information. This is where the process differs greatly.  They are not allowed to self-certify under Rule 506(c).  There assets, liabilities, and income needs to be verified either by you or a third party.  Include sections on the form to reference the documents that were viewed to verify the information and attach a copy of them.  This can be tax returns, W2s, bank statements, credit reports etc.  If a third party is providing the verification that they are accredited, they need to provide a signed and dated letter attesting to that fact.  The third party can be their CPA, a licensed broker dealer, or financial adviser.

Keep all of this information on file for the duration of their investment.

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Benefits of Using Regulation A to Raise Money

Regulation D is the most common SEC exemption used to raise capital, however, Regulation A has distinct advantages.  The best way to describe Reg A is as a bridge between Regulation D and a public offering.  It gives you advantages from both.  You are limited to raising 5 million in a twelve month period so if you need a larger amount, Reg D Rule 506 is still your best bet.  The SEC is considering raising that amount to 50 million and once they do, Regulation A will become a more viable option for large raises as well.

Why you should consider using Regulation A to raise money.

With Reg A you do not have to complete an official filing registration with the SEC, as you would when going public.  Instead, you need to file a Form 1-A that includes the offering circular, disclosures, and addendums.  The SEC has a provision in Regulation A that allows you to “test the waters” to see if investors are interested in your offering before filing the paperwork.  This is a distinct advantage for companies that are working with limited resources.  As long as you don’t accept any capital prior to filing the forms, you can promote your offering and see if investors are interested in participating.

In Regulation A you are allowed to raise capital from non-accredited investors. This is a huge advantage for companies that don’t have an investor network or feel their company or product would appeal to the masses, rather than a set group of investors.  You can still accept capital from accredited investors but are no longer limited to working with them only.

You are also able to advertise your offering with Regulation A.  You can do so on the radio, print, television etc.  The advertisements should conform with ones from a public offering.  This is a distinct advantage over Regulation D, which only allows advertising in Rule 506 (c) and you are only allowed to advertise to accredited investors.

The securities are not restricted so investors can sell them and liquidate at any time.  This gives investors more flexibility and the option to either hold their shares long term or sell them as needed. One concern investors often have with Regulation D offerings is when and how they will be able to liquidate.  This provision within Reg A eliminates that concern.

There are three formats companies can choose from when completing their offering and disclosure documents, including a question and answer format.  This makes the process of preparing a Reg A offering fairly straightforward.  Since you don’t have to file until you know people are interested, you can save a lot of time while perfecting your offering statement.

If you are looking to raise capital there are multiple exemptions from registration that you should explore.  The decision on which one to use should be based on your strategy for marketing the offering, how much you want to raise, where your investors are located, and the amount of time you have to complete paperwork.  Understanding your goals and capabilities prior to issuing a private offering will help you to be more successful.

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Ways to Reach Accredited Investors

If you are issuing a Reg D private offering, it is important that you complete a private placement that will both inform and excite potential investors.  Once you have finished your PPM it is time to reach out to accredited investors and see if they are interested in participating.  The challenge that many companies face is learning how to reach the right investors.

There is no outward way to tell if someone is an accredited investor or a regular citizen.  Even people with good jobs may not be accredited and owning a large home won’t make you one either.  In order to be an accredited investor, the individual needs to have made $200,000 or more for the past two years or $300,000 or more combined with a spouse.  They can also have a net worth of over 1 million, but this does not include the equity in their primary residence.  Since you can’t tell if someone is accredited, you need to be targeted in your efforts to reach investors.

Here are some tips for contacting accredited investors:

Purchase a leads list.  You can buy a list of accredited investors from  This will give you the contact information for investors that you can then call and make a sales pitch to.  When you contact them give them enough information to want to view your private placement or set a meeting.

Speak at Angel Investment groups.  The various investment groups typically require that there members fill out a form stating that they are accredited investors prior to participating in the group.  This makes it easier on companies, so they don’t have to worry about whether or not they are speaking with someone that is accredited. Additionally, angel groups typically like to invest in local companies that they can check up on and participate in board duties as necessary.  Look for groups in your region of the country and start by presenting there.

Work your connections.  Talk to your family and friends about your exciting opportunity and ask if they know of any local investors that may want to participate.  You may be surprised to find how many local investors there are within your own community.  It may be a local banker, doctor, or realtor that is actively putting money into companies so start having those conversations.

Work with a broker dealer.  If you need help reaching investors, you can also work with a registered broker dealer.  This can be a small company or a large financial powerhouse like Merrill Lynch.  The key is to ask if they will introduce you to investors or show investors your private offering.  They charge a fee so it is important to make sure they will be actively promoting your offering and if possible, tie their compensation to a success fee instead of paying it all up front.

More money is raised through private offerings than on the stock market every year.  You can tap into this pool of capital by staying focused and being creative in your approach.  Visit today and start calling from your own investor list.

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Reg D Rule 504 is Ideal for Small Companies

Regulation D provides several ways for companies to raise money without officially registering with the SEC.  This saves time and money, as preparing for a public offering is very intensive.  For many smaller companies, or start ups, going public is simply not an option.  Fortunately, it’s not necessary either. More money is raised through private offerings than the stock market every year, making Reg D a truly attractive option.

There are several rules within Regulation D that you can use to raise capital including Rule 504, Rule 505, Rule 506 (b) and 506 (c). Rule 504 has been designed for smaller companies to raise capital and has several distinct benefits.  It is also referred to as a small corporate offering registration (SCOR).  When issuing a private offering under Reg D Rule 504 a company can raise up to $1 million per 12 months.

Prior to selling shares a company needs to complete the SCOR form and submit it to the various states where they plan on selling securities.  Most states accept the same form, making it extremely easy to file it.  Alabama, Florida, Delaware, Hawaii, Kentucky, and New York do not accept the standard SCOR form so if you are selling in these states you need to contact their Department of Financial Institutions to see what, if any, state forms you need to file.  The purpose of this form is to inform a state that you are selling securities there.  Once you have sold your first security you need to file a Form D with the SEC.

The disclosure requirements are extremely limited.  The amount of information you provide to potential investors is based upon what you feel is pertinent and relevant to the transaction.  By limiting the set disclosure requirements it is easier for small businesses to publish their private offerings.  It is important to note that specific states may have additional disclosure requirement and that you still have to give enough disclosures so that you cannot be accused of violating anti-fraud provisions.

Generally speaking, securities sold under Reg D Rule 504 are restricted and unable to be sold unless you register with the SEC.  There are exemptions under Reg D Rule 504 that will remove the restriction.

  • If you sell securities in a state where you also register, and follow their securities laws, than what you sell there will not be restricted.  Filling out a SCOR form and submit it that may qualify in some states.
  • If you register your offering in a state with disclosure delivery requirements, and sell in another state that doesn’t, your securities can be unrestricted so long as you follow those same disclosure delivery requirements across all states.
  • You sell exclusively according to state law exemptions, allowing for general solicitation, as long as you only solicit accredited investors.

This is a fairly easy way to sell unrestricted securities.  Simply register with one state, gain an in depth understanding of their disclosure requirements, meet them, and keep those same standards in every state.  Once the documents are prepared it will not take any additional effort to deliver them to all of your investors.  Selling unrestricted securities will eliminate or reduce any liquidity fears that a potential investor may have.  Once you are ready to raise money secure a list of accredited investors and start raising money.

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