Episode 61: The Fastest WayTo Use Digital Marketing In Raising Private Money – With Bob McIntosh.

Meet Bob McIntosh, an accomplished international speaker, entrepreneur, and digital marketing expert. He has spoken at multiple events all over the United States and five other countries, directly contributing to the success of numerous entrepreneurs and helping them generate millions in profits.

Bob is a renowned #1 Amazon best-selling author, has been featured on over 50 podcasts, and is a founding member of the Forbes Real Estate Council, providing valuable insights and information to Forbes readers in the real estate industry. His work has been published on prominent platforms such as ABC, CBS, Fox, NBC, Yahoo News, Small Business Trendsetters, The Money Show, The Miami Herald, and the Wall Street Select.

Digital marketing complements raising private money, so don’t miss out on the value you can get from this episode!

Key Takeaways:

  • How digital marketing and private money are closely intertwined
  • Building Trust in your online audience
  • The difference between raising private money online and in-person
  • How to start raising private money online
  • Criteria for a great website
  • How to increase your social media presence
  • Never talk about current projects or their rates on social media
  • Video vs. Reel 
  • The money is in the follow-up: having a great follow-up system for private lenders
  • Effective digital marketing for your real estate investing business

Connect with Bob:

Website: https://www.go3dc.com/bobmcintosh

Check out my book: 7 Reasons Why Private Money Will Skyrocket Your Real Estate Business and Help You Build Incredible Wealth!

Get it here for FREE: www.jayconner.com/moneyguide

Sign up for the Private Money Academy and get 4-weeks free: https://jay-conner.mykajabi.com/offers/AMM4hCPW/checkout

Sign up for the Private Money Academy Conference:  https://www.JaysLiveEvent.com


0:01 – Raising Private Money with Jay Conner

0:02 – Today’s Guest: Bob McIntosh

2:02 – Digital Marketing & Private Money Goes Hand In Hand

5:43 – How To Start Raising Private Money On-Line

9:06 – Criteria For A Great Website

11:49 – Connect With Bob McIntosh – https://www.Go3dc.com/BobMcIntosh

12:47 – Ways To Increase Your Social Media Presence

25:40 – Jay’s Free Money Guide: https://www.JayConner.com/MoneyGuide

26:20 – The Money Is In The Follow-Up

32:22 – Effective Digital Marketing For Your Real Estate Business

The Fastest WayTo Use Digital Marketing In Raising Private Money


00:00:00] Jay Conner: 

My guest today has raised millions of dollars of private money, so what a great match here to have My guest here on the show raising private money, a little bit of his background, he’s an international speaker. He has spent over 4,000 hours on stages and he is helped more than 15,000 people all across the United States and five countries around the globe, helping people just like you raise money.

And get all plugged into digital marketing. He’s also an Amazon bestselling author, and he’s been personally responsible for helping entrepreneurs. Literally, thousands of them generate millions of dollars in profits. He’s been featured on some of the top-name podcasts, over 50 of them. 

He’s a founding member of the Forbes Real Estate Council providing direction and information in the real estate space for all Forbes readers. On top of that, he’s been published and featured on A, B, C, CBS, B S, Fox, and NBC. Now, in addition, as I mentioned to private money, he is an expert in all things digital marketing. In just a moment, you’re going to meet my special guest, Bob McIntosh, right after this.

[00:01:13] Narrator: 

If you are a real estate investor and are wondering how to raise and leverage private money to make more profit on every deal then you are in the right place on raising private money, we’ll speak with new end seasoned investors to dissect their deals and extract the best tips and strategies to help you get the money because the money comes first.

Now, here’s your host, Jay Conner.

[00:01:53] Jay Conner: 

Hey, Bob Welcome to the show.

[00:01:53] Bob McIntosh: 

Thanks so much for having me, Jay. I truly appreciate being here and everyone watching and listening. Thanks for tuning in. I know your time is important, so I appreciate it.

[00:02:02] Jay Conner:

Absolutely. Bob. Before we went live here on the show you and I were talking for a little bit and you said something that really piqued my interest and got my attention, and I want you to explain what you meant when you said, Digital marketing and raising money all go hand in hand.

What do you mean by that? And I guess a good place to start is what is digital marketing.

[00:02:26] Bob McIntosh: 

Yeah, so let’s, framework some terminology. So, we’re all on the same page. For me at least. I consider digital marketing to be everything and anything digital. So that could be social media.

Your website could be, your CRM that you’re using. Anything that operates on a computer, more or less, which is. A lot of what we do as investors fall into that digital marketing space. Now, in the marketing portion, obviously, we’re talking about reaching out to folks, connecting with people, finding out what they need, and how we can help them, whether it be raising money, doing deals, whatever it might be.

So, that’s how I would define digital marketing. Now the thing that I’ve found and just to give context so at this point in time been doing real estate for a long time, we actually own at this point cause we’ve been focusing more on rentals, a rental portfolio, probably approaching about 2 million that I’ve bought with 20,000 outta my own pocket.

That’s it. All the rest was from private money. And a large chunk of that private money came from people that saw me, hear me speak, do things of that nature. But a lot of it also came from people who found me online and they found me. They understood, Hey, I offer value to them that they didn’t know about, and I showed them how they can plug into money, all right?

With someone that they trust. Because let’s be real. I’m sure your listeners know this. No one’s given you hundreds of thousands of dollars if they don’t trust you. And basically said, Hey, look how do I build that trust online so that more people can find me, more people know who I am? I build more trust.

And then ultimately, as I said, helps me build more private lenders.

[00:03:55] Jay Conner: 

Would you say that you’ve raised more private money from people that you didn’t know? They weren’t like, connections you already had and most of that private money came from people finding you online.

[00:04:07] Bob McIntosh: 

I would say so I would say most of our money, probably over 90% has come from people who didn’t know me.

And what I mean by that is, didn’t know me initially, like not family members or friends or coworkers or someone that I had an existing relationship with prior to beginning the relationship of becoming a private money lender with them. I would say that’s probably the case for most of them. And then most of them have found us.

Yeah, I would say online, I would say not necessarily I want to be fair. I would say. Half of them know me from someplace, but know me online in that place. So what I mean by that is that it could be a group that we’re part of on Facebook, or it could be a coaching program, for example, that they saw me or they met me at a virtual event online, or things of that nature.

So when I say, I’m counting that in there as well.

[00:04:57] Jay Conner: 

Gotcha. Yeah. I’ve been raising private money myself for my single-family house deals since 2009. Interestingly enough, I haven’t done any of it through digital marketing. So this is a really interesting conversation that you and I can have here, Bob.

All of my raisings have been through. Networking and connections of people and starting with my own network. And then, broadening out from there. So if someone from your own experience, if someone had never raised private money online what are some steps and advice you would give to how someone could start what I call getting the word out there and letting people know that you work with private lenders and

[00:05:38] Bob McIntosh: 

That’s a great question. Prior to getting the word out there that you’re doing this, I wanna be very clear, there are a couple of things that are a little bit different online and raising it versus in person. Cuz in person, we get that physical handshake. We have that rapport that we can build.

We see everyone’s body language as we’re conversing with them. So we get a lot of those details when it comes to doing this online, we lose a lot of that same functionality. We don’t have the input to gather and build a library of trust with someone. And so how do we get for, before you even start raising money online?

I think a couple of things have to be absolutely true. This is not to say that you 100% have to do these, but I’m gonna promise you your conversations will be easier, and quicker, and you’ll raise more money if you do these things first. Number one, you’ve gotta have a great website. I don’t care who you are, what you do, because the first thing that someone’s gonna do when they say, Oh, you do lending.

I wanna learn more about that. Where are they gonna go? They’re gonna go to your website. So if your website looks like crap or you don’t have one at all, you’re losing out on that potential lead. Number two is you’ve gotta show yourself to be someone of authority on social. And I don’t necessarily mean that you have to have millions of followers and all of this stuff, but.

Be posting on a regular basis. Talk about the things that show up and be active on these social networks. Again, not required, but it’s going to help your deal with your potential, deal with PMLs, become easier, faster, and raise more. It has a great system for follow-up because what I’ve found is that it takes more no, like a higher quantity of interactions to close someone online than it does in person.

It might be 3, 4, or 5 conversations before I get them to a verbal yes when they know nothing about me and they’re just cold people coming in online. And so we use our CRM, for example, to do that so I can track every person where they are and how many conversations I’ve had. The notes that I have on them.

So that way when I hop back on that next conversation with them we’re gonna close a little bit easier now. When you do all those things to start with as a backend to building yourself and your presence, you’re gonna find every conversation and being out there a whole lot easier. Then as far as actually finding the right people we could talk about that for a long time.

I really believe LinkedIn is an untapped resource right now in finding. Blenders and I can dive into that more if you want me to. I’ll kinda let you lead the conversation here. But have those backend pieces first. Then use social media to start reaching out and find the right kinds of people.

[00:08:03] Jay Conner: 

To recap what you’re saying, your advice is to have to really build credibility and trust, which as you said is more challenging online than we are, face-to-face in person. You gotta have a fantastic website, right? You gotta be active in posting on social media. And thirdly, a. Not a do it when you think about it, but a systemized process on follow up with these potential private lenders.

Let’s unpack each three of those for a little bit. Let’s go back to the website. What are some key elements of having a fantastic website that makes a website fantastic? Yeah. Versus. Versus a crap website

[00:08:42] Bob McIntosh: 

A hundred percent. Yeah. We like it, I always look when we look at a website and what makes a great website, right?

So a couple of things come to mind. First and foremost, think about it, like the SATs. I don’t know if you remember taking those or not, but oh boy. Do

[00:08:55] Jay Conner: 

I remember taking the SATs. Yeah, I’m surprised. I’m surprised I got admitted into any college.

[00:08:59] Bob McIntosh: 

So do you remember? So when you took the test, you had to, if you put your name in the paper and you didn’t answer any questions, you got a baseline score.

But if you answered all the questions wrong, you actually did worse than if you didn’t answer any of the questions at all. Websites are like that, right? If we have nothing at all, it’s actually better than having a bad website because now they’re judging us versus just, oh, they just don’t have it on a website, right?

There’s nothing for us to judge. So what makes a great website? A couple of things. In my opinion, number one, Design. Right now, if you look at the stats, on average, 96% of people are judging you solely on the design of your website, and 94% will leave within less than five seconds if the design is. Bad, outdated, or just looks, janky.

And so what does that, mean? I’m not gonna dive into all the specific elements of good design, but you’ll know it when you see it, right? Like when you go to a website today, you look at it and you go, right? If that’s the feeling when they come to your website, probably not very good, right?

That’s number one. Number two is gonna be the communication of the information. This is the next most critical piece. Help them find what they want when they come to the site to look for you as quickly and as easily as possible. What that means is don’t bury your stuff eight menus deep, especially for lenders.

Don’t make it difficult to go for them to find you. Make it clear here’s who I am, here’s how I, what I do, and here’s how I do it. If I can do those things and wrap your story, ideally, one of the best ways I found to do that, and this is something that we do with all the sites that we design for any of our clients, are we use the Story brand framework by Donald Miller.

He, and if you just Google it, there’s a free piece for the website at least, and walks you through how to build your website to tell your story. That’s gonna help you guys a whole lot better because guess what? No one wants to lend to you unless they know who your story is and they feel like they can either resonate with your story or your story builds trust.

And your ability for you to pay them back. So tho those two things right there are going to help you stand apart from 90% of other bad or crappy websites out there.

[00:11:00] Jay Conner:

And you mentioned just a second ago that your company actually does design websites, right? So how about going ahead and sharing your company name and how people can get in touch with your company and with you in case anybody’s gotta jump off early?

[00:11:12] Bob McIntosh: 

Yeah, the best way you can find me is my link right here https://www.Go3dc.com/BobMcIntosh. Our company is called Three Degrees Consulting, hence https://www.Go3dc.com/BobMcIntosh. If you go to that link, you’ll be able to connect me on any of my socials. It also has my contact card.

You can download me, text me, or email me. I, every way except for maybe smoke signals, just cause I may not see them traveling. But other than that, you can reach out to me that way and I’ll be happy to show you what we can do for you.

[00:11:37] Jay Conner: 

That’s awesome. So to get that fantastic website there were people who trust you and you’ve got immediate credibility.

Bob is at https://www.Go3dc.com/BobMcIntosh. Now, the second element that you said was critical to building that credibility. Potential private lenders is being active on social media. What advice can you share on what to do on social media? How often to do it, what kinds of things to pose to where people immediately would wanna be engaged with you and curiosity is driven up?

[00:12:18] Bob McIntosh: 

Yeah, so when we look at social media and the best ways to really use it for raising private money, first and foremost, we’ve gotta understand that there are two social media as an investor. And now this is. True for investors. This is not true for every niche, right? But for real estate investors specifically, there are two social media.

What I mean by that is there’s the engaging, building, following, getting likes, comments, followers shares, all that social media, and there are the credibility social media, and they are very different. And we can do one or the other, but only one benefits both. So let me break this down real quick. When it comes to getting private money lenders, they don’t necessarily care about how many followers you have, how many likes you get, or the shares you have.

That stuff doesn’t really matter. What they wanna know is, can I trust you? Are you a person of value that I believe if I give my money to you, will pay me back? Okay. That’s the all that they care about. So we don’t have to necessarily post seven times a day or even once a day. If you post two, three times even a week from a credibility standpoint, you’ll be fine.

Why? Because they’re not looking to find you on social media. They’re gonna find you in other ways that you reach out to them or connect with them, and then they’re gonna check you out on social media. And all you have to have is content there. For credibility. If you simply do that, you’ll win the game with the folks who come to find you.

Because they wanna check you out. Now, the other side of this, as I was saying, is for engagement, building followers, and attracting audience members. When we look at this will also suffice for this, right? So I can use this methodology to get credibility and build followers. So in all things being equal, it’s better to do the engagement methodology than just the credibility methodology, but understand that the engagement methodology requires very specific content done in specific ways and just a whole lot more work, right?

So when we look at this right now, today, this is, may of 2023, right? And I do wanna date this because this could change in a week, a month, six months, or 12 months. I don’t know, cuz we just don’t know social media. But today, what does that mean? That means posting reels on Facebook, Instagram, TikTok, and YouTube Short.

That’s all that matters. Pictures don’t matter. Carousels not, but not really. Videos, eh, but reels. All right. And when I say reels, reels on Facebook and Instagram to on TikTok, and then YouTube shorts on YouTube shorts, right? That’s how you get content. Now, as far as quantity and what you should do and all that stuff talk about the things that your audience is going to care about that you’re trying to attract.

So if you need money right now, talk about the ways in which you are. Helping your current or you would help theoretical. All right. Private money lenders. Now, I do wanna be very clear. This is a caveat. You should never, ever, never, ever. On your social, on your website, or anything of that, talk about current projects, rates for current projects you’ve got going on, or anything of that nature.

Okay? And I’m being very black-or-white here. There are obviously lots of shades of gray that we can’t operate in. For the purposes of this again, I’m not an attorney or any of this, but what you don’t want to happen is you don’t want the s e C coming along saying what are you doing? You are doing it the right way, but I don’t know if you are.

So I’m gonna audit your whole business. So it’s always best to talk about things you’ve actually done. Share experiences with other people that you know. So third-party experiences that you’ve seen, or the way that you might do a hypothetical deal, not an actual deal you have going on. And this is just so you protect yourself.

You gotta be very careful when it comes to online. Again, I’m sure Jay has probably taught you guys all the right ways to do private money lending, but the problem with the s e C is this, they don’t know if you’re doing it right or not, and they’re gonna audit you, which we don’t want. Trust me, it’s a financial enema that you’d like to avoid.

So don’t do it that way, but share things that they’re gonna care about. How do you protect them in deals? How do you buy deals the right way so that your LTVs are lower? How are you managing the contracting process so that way things don’t overrun? How are you doing the sales process so that sales houses sell faster, and you can pay them back faster?

How are whatever it is that you’re offering? Talk about all the ways that you protect your lenders online and those things because that’s going to educate and transpire people to go, oh, Okay. He or she’s doing all the right things. That’s someone that I want to engage in this conversation with.

[00:16:30] Jay Conner: 

So you’re saying the really good content to give people, and by the way, to make sure everybody understands what’s the difference between a video and a reel.

[00:16:40] Bob McIntosh: 

Great question. So a video in a reel, the difference really comes down to the methodology in which you post it to social. So there’s a button that says reels.

There’s a button that says photo and video. You have to choose real. That’s really the only big difference. At the end of the day, a reel is just a video. And another thing that I’ll say is a reel is almost always vertical, not horizontal. If you’re gonna shoot a reel, you’re almost always gonna wanna shoot it this way.

Cause it’s gonna help. The formatting on all of the four platforms I mentioned is the same. It’s that vertical format.

[00:17:09] Jay Conner: 

For the sake of the audience, Is a reel, the same thing as live streaming?

[00:17:13] Bob McIntosh: 

No, A reel is different than live streaming. A reel is a reel. That’s the only so if you go to Facebook or Instagram, there’s a button that says reels.

That’s the only way a reel can be. A reel is if you use that button. When you upload your content on TikTok, it’s all the same. So it doesn’t matter on YouTube shorts, it has to be a YouTube short. Specifically, this is actually something to take note of. On YouTube, your video cannot be longer than 59 seconds.

59 seconds specifically. And the reason that it’s, that is because shorts are under 60 seconds. But for whatever reason, at least right now, YouTube is adding a one-second buffer at the end of videos. And the moment you go over 60 seconds, even 61, it’s no longer considered a short by their format anymore.

It’s now a long-form video. And so 59 seconds maximum upload time. 

[00:18:00] Jay Conner: 

So back to the content. Talking about how you take care of your private lenders those maximum loan to values how you sell houses quickly, and how you manage the projects. What’s your opinion of actually videoing I say, or reeling, excuse me.

What’s your opinion of actually doing a reel of a case study of a house? I wouldn’t call it a case study. That sounds too technical, but a story. Of a, like in the single-family house of, here’s one that we just finished. We just got it staged. It was all funded with private money. You’re not talking rates, you’re not talking about, we’re planting seeds, right?

We’re planting seeds. Yep. All are funded by my private money from my private lenders. And let’s take a walk through this house and, do a reel where you’re actually showing the house how beautiful it was. What’s your opinion of that?

[00:18:46] Bob McIntosh: 

Yeah, I think that’s a great methodology. You can certainly talk about that.

Like anything, you wanna mix it up. So I would do, do one or two of those. I’d also talk about, hey, like here’s a house, here’s how I bought the house. Walk through the process of you buying the house in terms of what you did to find the house, negotiate with the seller and then say, okay, now it’s time for me to buy the house.

Guess what? I don’t have $350,000 sitting in my bank account right now cause my money’s not working right. Just like my lenders. So I actually tapped into my lenders. For them to fund this deal and make it happen this way. Then you’re gonna talk about, Hey, now I’m selling the house. Okay, the house is done, it’s rehab.

We’re selling the process. Here’s what’s gonna happen. We’re gonna go to closing. We’re all gonna get checks. My lender will actually get a check directly from my title company or attorney. And that’s how they get paid back. And so talk about the process, right? I think a lot of folks ignore the process and where their lenders fit in because the reality is as lenders.

You fit into literally every single part of the process. Cuz almost none of these deals are gonna happen without someone lending you money unless you’re independently wealthy, which is a whole different story. But if you’re there, you’re probably not listening to this show. So yeah, talk about every step of the way and how the lenders integrated into the process and what they should or could expect to happen throughout that process that you’re talking about from a lending perspective.

[00:19:58] Jay Conner: 

So in the reel so let’s say we’re talking about a house, right? And what’s your suggested call to action? What’s your suggested thing to actually do the instructions? To give to your viewers?

[00:20:29] Jay Conner: 

As we were talking, there are different schools of thought on these types of, social content posting. Should you have a, should you have a free report that talks about, how to be safe, how to be a private lender, and do it safely?

How to earn, should there be a report to give away of? How to earn high rates of return safely and securely as a private lender or the other school of thought, Bob, should I just tell my story and let the story speak for itself? And if anybody’s got curiosity, they’re gonna reach out to you and direct me a direct message you anyway.

And now the whole thing sounds, is, doesn’t sound is soft and you’re not doing a direct call to action, telling people what to do.

[00:21:16] Bob McIntosh: 

Yeah. I mixed it up a little bit. My, number one call to action is almost always, dn me or reach out to me, message me or drop a comment and, let’s chat if you have questions about how that works because usually they’re gonna have questions, right?

And usually, those questions they’re always the same 10 to 15 questions that most everyone has when they get started because it’s, the, it’s the most common question. That’s why we do it there. You should start there. Now what I’ll do sometimes is mix in a direct call to action.

And if I have a free report about it, yes, I will send them there. What I like to do is on my website or my fantastic website, I always have a page four lenders. Now. On that page for lenders. I’m gonna do a couple of things that I believe are important to success in this process. First and foremost I don’t generally gate information, and what I mean by that is I don’t ask for an in this case.

And the reason is that. When it comes to someone who wants to lend me a bunch of money, I don’t wanna make the process difficult, number one. Number two, there are a lot of folks who want to borrow money from a potential private money lender. If I make it too difficult, they’re gonna go to someone else who makes it easier, and there’s a lot of folks out there who will make it easier if I don’t.

So that’s number two. And then number three is when I do this I will give them, so for example, I might give them a whole credibility packet about how private lending works, just like you were talking about, right? But in and throughout that entire packet are gonna be ways for them to contact me, reach out to me, get them, get their information somehow into my CRM so I can start following up with them and reach out to them and have that conversation.

I find that tends to work best simply because when it comes to someone, Parting with hundreds of thousands of dollars that they’ve worked hard to earn, right? It’s online at least, right? The barrier of trust is very high, right? They don’t have a lot of trust in who I am yet.

So the more and easier I can break that down by just giving them as much information as possible front, the more likely they are to reach back out to me and say, oh, interesting. What about this? Or what about that? And then have that conversation and everything. Even in my document, all that is directed towards.

Shoot me a text, give me a call, email me here. Just reach out to me and let’s have a conversation. And I do that for a couple of reasons. Number one, I do honestly believe it just works the best way for successful results. But number two when all of my communication is in that way what I am doing is I am pushing off the sec by saying, look, I’m trying to establish a relationship with this person first before we talk about anything.

So it puts me better in the white zone versus the black zone when it comes to that. But again, the most important thing is I just think it, it seems to work best for me in terms of getting more people on board as potential private lenders. Perfect.

[00:24:00] Jay Conner: 

Speaking of free reports, Bob, I got one right here.

And this is my ebook downloadable. It’s called Seven Reasons Why Private Money Will Skyrocket Your Real Estate Business and Help you build Incredible Wealth If you wanna get on the fast track to raising a lot of private money, the way Bob and I are talking about it here on the show. You can download this ebook at www.JayConner.com/MoneyGuide to get on the fast track to get him private money.

That’s www.JayConner.com/MoneyGuide for the fast track to private money. So, Bob, you said the three critical element of being on point with your digital marketing is the website. And then we got social media posts that we just talked about. And then you said a phenomenal on-purpose, intentional, thought, follow-up system.

And I say it all the time, I don’t care if it’s private money or sellers that you’re negotiating with and buying their houses. And you’ve heard it a thousand times too, Bob. The money is in the follow-up, the private money is in the follow-up, and the profit on a single-family house or a commercial deal is in the follow-up.

So share with us, Bob, what advice you can give from your own experience on what your follow-up system looks like in the context of private money and private lenders.

[00:25:31] Bob McIntosh: 

Great question. So when we look at the follow-up system for private money lenders, there are a couple of things that I think are critically important.

The first is understanding your private money flow. So for me, and what I mean by that is for me is, I’m gonna have an initial conversation. I’m usually gonna have, and that’s just, Hey, this is what it is. Is that even of interest, right? Are you even we’ll pre-qualify them?

Do you have money to lend? Can I show you how to tap into money? Is this something that sounds interesting? And for some folks, they’re gonna say yes, they’ll move forward in the flow. Some folks, they’re gonna say no. And I say, great, thank you for not wasting my time any further. I don’t actually say that, by the way, but you had I’m not, I don’t wanna waste any time with people who aren’t interested.

If they’re not gonna lend in me at all, they don’t need to move forward in the flow. So number two is gonna be Okay. Great. If you’re interested, let’s schedule a second conversation where we can go into deeper detail about all the things I can answer, and all of the questions that you have. We talk about how we protect your money and the process that we have.

I’ll share some examples of how we’ve done this. Show you some houses that we’ve worked on. Now, I’ll presume that you actually have stuff if you don’t, that’s okay. Third-party, other mentors, coaches, and people that you’ve worked with and how they’ve done it. I’m sure Jay has a ton of examples of how he’s done this.

You could say, look, one of my mentors that I listen to every single week is Jay. And Jay taught me how to do this way. So that’s gonna be your second conversation. Usually, at that point, they’re gonna give you either a yes. I’m willing to do this, or no, I’m not. If the answer is no, I usually move them into a long-term follow-up cuz maybe just no today, right?

Maybe they don’t have the money right now. Maybe they’re, still skeptical. They want to, get to know you a little bit better. Who knows what it is Usually if they’ve gone through the deeper presentation and it’s a no, it’s a no for now. Not a no forever. All right. Now if they say yes, now they’ve moved to me what I call in our sequence, in our pipeline, a committed defund, right?

Hey, I will give you money for the next deal that you have that makes sense for them. And so now what’ll happen is for us, for example, every time I get a new deal that I need money for, I’ve got an entire list of people who have said, yes, I want to fund a deal. I’m going to email that group first.

And it’s usually gonna be a first come, first serve, who’s got the money to lend now. And get that deal going. And then, obviously, we work from there. And then from that point forward, it’s okay if they say yes to that, we’ll work ’em through the process that we normally would and stay in communication.

Now here’s the critical component though, and I wanna go back to what I said the no for now people. The No for now. People will almost always become yeses if you follow up with them consistently. So I’m gonna send them, every time I post about private money on social media, I’m gonna email them or text them, Hey, just had another post about this.

Go check it out here. I’m gonna have emails that I write and communicate to them about the deals that we do have going on when we pay off lenders. Usually at least once a year, I recommend this, if not once a quarter. I send out, Hey, this, year to date or quarter to date, we’ve paid X number of dollars in interest to our private money lenders.

Why? Because it shows that you’re actually doing the process. Now, of course, some of you may be able to do this, some of you may not, and that’s okay. And by the way, I include in that. All interest I’ve paid. So if it’s a harmonious lender, especially for newer investors I’m gonna say, Hey look, I paid this much interest out to our lenders cuz they’re still lenders.

They may not be considered what we would call private money lenders, but it still shows that you are in the process of doing this stuff and making it happen. Build it over time, because guess what? Those people, those nos for nows will almost always become yeses later on. And then the last thing that I wanna talk about from a follow-up standpoint is after you pay somebody back, So now you’ve gone through, you’ve done the whole process, you’ve borrowed the money, you did your thing, you paid them back, they got their interest, everything was good, right?

And they’re like, wow, man. Like the money’s flowing in. They’re getting excited and happy about it. This is great, right? The next thing that you’re gonna wanna do is follow up with them on another conversation about how much. Other money they have available for lending. My general rule of thumb is that whenever someone is from an online state when I say online state, what I mean is online connection that met me.

Whenever they lend to me and I go through the whole first deal, almost always, they will have about three times the amount of money they lent readily available for the next deal. They just wanted to dip their toes in with the first one at a lesser amount. Now is it always the case? No.

But generally speaking, between three and as high as six x, what they gave you the first time, they’ll have sitting around for the next deal because now you’ve you’re a proven entity from their point of view.

[00:29:49] Jay Conner: And Bob, I’m gonna repeat what I say all the time. They always got more than they tell you.

[00:29:55] Bob McIntosh: Always. Always.

[00:29:58] Jay Conner: And you know what? They don’t want it back. They don’t want it back. A very, when I’m using, working with a new private lender and I’ll call ’em up. I’ll say, Hey we’re cashing out on this deal and we’re gonna be paying it off. Inevitably, they’ll say can’t you just keep the money?

And I know you’ve heard it as well. I tell you what, Bob, you have dropped some golden, not nuggets, but golden rocks is what you have shared here on the show. And so one more time, how can people get in touch with you, pop, and also review? You’ve helped over 15,000 people out here, right? So what are the different ways that you work with your clients as well?

[00:30:34] Bob McIntosh: 

Yeah, so we are more than happy to help you. For anything that comes to digital marketing and your real estate business specifically, we specialize in four different areas. The first is great websites. Whether you’re a beginning investor or an advanced investor, we’ve got something that can work for you.

We have a CRM for all of that follow-up. So I give you all of the sequences that I actually do. We drop those in all, like literally the entire process that I do. We drop it in for you in our CRM. It’s one of the benefits of going with mine versus many of the others that are out there. And then we also do pay advertising and SEO.

So if you are these are really more for advanced investors versus newbie investors or investors with larger budgets, but if you wanna get out there and generate more leads, we can help you there. And those are the main ways. If there’s anything else though, I always tell everyone, look, if it involves your business, digital marketing, and real estate, let’s chat.

You can go to go 3D c.com/bob Macintosh. Get ahold of me. If I can’t help you, I probably know someone who can. I’m a wealth of resources from having done this for 15 years. I probably know some I know tons of people out there, so always happy to connect the right folks to the right people if I can’t help you.

But that’s where we really focus on helping people grow.

[00:31:38] Jay Conner: 

That’s fantastic. Bob, thank you so much for sharing your expertise. It’s been a blast having you on.

[00:31:42] Bob McIntosh: 

I appreciate it. And for all of you guys listening or watching, thank you for your time. It’s the most valuable thing you can give, and I don’t take it lightly.

[00:31:50] Jay Conner:

There you have it, my friend, another fantastic episode of Raising Private Money. I’m Jay Conner, The Private Money Authority, also your host, and I need your help in sharing this episode. If you found this episode valuable, and I know you did, be sure and share it with someone that you know will make a difference for them.

If you happen to be watching on YouTube, be sure and subscribe and click that bell so you don’t miss out. And if you’re watching or listening on iTunes or Spotify. Be sure and follow as well. I’m looking forward to seeing you right here on the next episode of Raising Private Money with Jay Conner.

[00:32:28] Narrator: 

Are you feeling inspired by the knowledge you gained in this episode? Then head over to www.JayConner.com/MoneyGuide. That’s  www.JayConner.com/MoneyGuide and download your free guide that shares seven reasons why private money will skyrocket your real estate investing business right now. Again, that’s  www.JayConner.com/MoneyGuide to get your free guide.

We’ll see you next time on raising private Money with Jay Conner