Big ideas often require the help of outside investors. Here are three actions steps on what to do in order to connect with them and obtain the investments you are seeking.Sign Up to Watch
- Thrive. - Alright. We are back, yet again, with another exciting mail back question. I'm joined by none other than our amazing Clay Clark. Clay, how are you doing today? - Man, I am doing awesome. I'm excited today because we're talking about how to actually find investors. That's a thing that people always ask us, and so I'm glad that somebody asked us very specifically, so we can help you, so I'm pretty excited about it. - I am, too. I've heard, throughout the past couple of weeks, people actually asking about, how do we get money? How do we get people to invest into new ventures and new things? So I'm excited about it, too. So, why don't I just kick it off to you with this question by our, we have an anonymous mail back question. This person doesn't want to disclose who they are. It's okay. - [Clay] Conspiracy. - Oh, okay, you can put some music, if you want, but here we go! - Keeping it anonymous. - How to find large individual investors. Okay, so, this person has a grant writer who is on the hunt for corporate grants for their mission, but here's my question. How do I find people who might not be on these official lists? I'm going to be looking for individuals who are willing, here we go, to donate, not invest, large sum amounts of money. Clay? - Well, basically what this person is asking is, they're saying, hey, how do I find people who want to give money, who aren't on an official list for corporate grants? I have a lot of specific back story on this. I'm going to be really succinct with you. One, if you do start a business with grants, you are a unicorn, and you have one horn, and you're usually a white thing, and you poop ice cream that's delicious. - [Interviewer] Oh my god. - That's what you are. - [Interviewer] What kind of word picture is that? - I'm just saying. I've never, ever, one time seen it happen. I'll tell you who gets corporate grants. People who are totally hooked up with government and politics. If you're hooked up with government and politics, and you want to play the game, you'll get grants. But I'm just telling you, if you're looking for a grant to start a business. - [Interviewer] Why do you say that? - It just doesn't ever work. You fill out those packets. I'm just telling, I can tell you, I know very closely three of my buddies who have received grants, and guess what they did? - Tell me. - They seriously kissed some, you know. They kissed some tail of some political people. I'm just being real. Because there's thousands of people filling these things out, and then they form a committee. I mean, have you ever gone to the DMV, or gone to a government hospital? Have you ever just worked with the government? Have you ever tried to correspond with those fun people? Have you ever just had a conversation with the IRS? Have you ever had a fun conversation with your local municipality about getting a permit? I'm just telling you. Dealing with grants, this is not really the most viable way. - Check it out, check it out. This is real. This is not what you get in the business school. You're shooting it straight. - Yeah, and I'm just saying, you might want to keep doing grants, applying for grants, but while you're applying for grants, you also might be looking for unicorns. - [Interviewer] Wow. - You guys see any leprechauns? No, but I do see a unicorn. - It almost reminds me of, when I was little, there was a cartoon, I didn't watch it, my little sister did, called Rainbow Bright. Remember Rainbow Bright? - I will choose to remember it to keep the story alive. - Or the Care Bears. - Now here's the deal. Here's the deal on these action items is, one, you want to define those ideal and likely buyers. In this case, ideal and likely donors, so you have to make a massive list. I'm going to read you this notable quotable from Chet Holmes, author of The Ultimate Sales Machine. He says this. "Every market in every business has a series of "buyers that they consider their best buyers, "meaning those who have the ability to purchase "far more of your product or service "than the average buyer." You need to make a list of 100 people who have donated publicly before. - [Interviewer] Okay. - So just look up the word donation and the name of your city, look up the word donation and then your kind of charity, or your kind of organization. Like if I owned, let's say I was trying to get donations, and I ran a church. I might say church donations 2016 Tulsa World. 2016 donations Tulsa. - [Interviewer] So those are made public? - Well, a lot of people make them public because the key to being recognized in the media is to pretend like you're humble but to actually tell people how much you gave, so that's the key to getting known. - [Interviewer] It's an oxymoron, huh? - Yeah, so I'm just saying, there is people who their name's publicized, and they want to be known that they're a philanthropist, and usually what happens is, after you've ran a business for a long time, and you've made a lot of money, you start to move on, you move up Maslow's Hierarchy of Needs, and you start to move to a point where you want to have significance, and so you want to make sure your life meant something, and so you want to give back to causes that you care about, so I'd make a list. I'd start off by making a list of your top 100, okay, and Peter Drucker has this quote that I love, but he says, "The best way to predict your future is to create it." And I'm just saying that the best way to predict your future in raising money is to have a list of 100. - [Interviewer] Okay. - You got to be very aggressive. You have to have a list of 100, okay? - [Interviewer] Okay. - Now, the second action step is, you want to build a physical Dream 100 Board, so I'm talking about a board that would be as big as your desk, wide, and about five feet tall, four feet tall, and I would make a board that big. If you can't afford a board that big, I would then take post it notes and put them up on a wall, but you have to make it visual. You have to make it visual, okay, because if you don't, you're not. - [Interviewer] What do you mean by a Dream 100 Board, specifically? I feel like somebody might be watching here, and to us, it might be obvious, but to somebody that has never heard the term, what do you mean specifically, what do you put in that Dream Board? - I'm going to have you do this for the office. This will be a good example. I'm going to have you, on your phone, take a picture of our training board, and we'll put that up on the screen here, but basically, with our training, we're training everybody in the office, right? New skills. - [Interviewer] Yes. - So we have a big old board, and we have it broken up. There's multiple different boards we have going on here. - [Interviewer] And categories. - And categories, but it shows the different categories that we need to train people on, and their names. The reason why we do it is because we don't want anyone to be forgotten, right? So what's going to happen is, on Monday, somebody who no longer works here, they got whacked, their name's still going to be on the board, which then causes that conversation to go, you know, I don't know if we can train him because I don't think they work here anymore, and then, it's like, oh, that's a good point, we should probably train someone else, but if you don't make it visual, it will drift. It will start to become a thing where, I call it the junk drawer philosophy, okay? But the junk drawer, everybody has a junk drawer. - [Interviewer] Or plural, right? - Junk drawers, yeah. Everyone has it, though, and in that, you have an old battery, usually. You have like, a stapler, without the staples. It's like a weird size stapler, you know? And you've got like, a manual, and you've got a remote to a remote control car that your kid has but he doesn't have the car, he just has the remote, and then you've got some kind of manual in there for a VCR. Usually, it's a VCR, because they don't make them anymore, but you wanted to keep it, and the warranty to a microwave, and you have all those things in that drawer, and you're like, where's my remote? And you always go there, and you find everything there. You find a quarter, and a nickel, and there's like a one dollar coin, and a two dollar bill, and a bandaid. You're like, oh, sick, who put that in there? Who saved that? That's what I'm saying. So that's what happens to your goals if you don't make them visual. You have to make them visual. Now, there is a quote from Dan Sullivan, who is a very renowned business coach, business consultant, love this guy. He's not like, a famous guy where everyone goes, "Oh, Dan Sullivan, I know him, let's get a photo "with him and Bieber. "Look, it's Dan Sullivan having a bagel!" He's more of the guy that real serious business owners that have, you know, three million to 10 million dollar businesses, have hired this guy, and he helps them grow their businesses consistently. - Wow. - But he's only one guy. He's kind of a unicorn. But here's the thing. He says, "We remain young to the degree "that our ambitions are greater than our memories." - [Interviewer] Interesting, huh? - So if you're looking back, and your memories are always, "Remember back in the day when life was good? "We used to have quad skates back in the day. "Back before we knew Bill Cosby was weird. "He was still being weird, but we didn't know "he was being weird yet, remember that? "Remember the good times? "Do you remember Full House? "That was so good!" People who are stuck there... - [Interviewer] Different strokes, remember? - That was a good one. Now the world don't move to the beat of just one drum! Anyway. - Dude, you know this song? - Yeah, it's kind of a sad thing. But anyway, the thing is. After 100 episodes, you get it. The thing I'm saying to you is, you got to make this board visual so you can remain hopeful. You can maintain the hope, because I'm telling you, you're going to get probably 97, 96, 98 of the 100 people to say no, but you have to talk to all 100, so I was raising money for Thrive. As God is my witness, I made a board. We had about 400 people on said board, and I pressed through, and from that 400, I think we had, like, I don't remember the number now, but it was not 20. - [Interviewer] What did you do to press through? - I don't emotionally connect with my own emotions. I just don't give a crap about how I feel. - [Interviewer] Okay. - I never ask myself how I feel. That's my move. I used to care a lot about how I felt, and I used to run around being like, why do people not treat me the way I want to be treated? So, I used to have a DJ company, and people would really do a bad job at a wedding, at someone's wedding, and the bride would ride in and go, "Dear Satan, you ruined my wedding, "and because of that, I will never yadda yadda. "I have written to the Better Business Bureau, "and I am going to sue." I have been sued so many times. So then I reach out to my friend, not Josh Smith, but the evil Josh. Josh, you know who you are, Josh, and I call him, and he says, "I was at the wedding." I'm like, you were at the wedding? Because she said you weren't at the wedding. "Um, well, I couldn't find it." I'm like, I'm pretty sure it's at 11th and Garnett. It's the Moose Lodge. - [Interviewer] Ouch. - The Moose Lodge. True story. It's stuck in my memory. So, he goes, "I could not find it." So you were there? "I waited in the parking lot." For four hours? "Yes, the entire time." Like, dude, that's not even a good story. Please lie to me in at least a credible way. I find out that he went on a lunch date. - No. - And then that date turned into a baby creation station. - No! - True story. There's a child that's been created. A gift that's been given to us by that non-wedding. - [Interviewer] That's just wrong, dude. - True story! So then, months later, he calls me, and he's like, "Hey, I got to be honest with you." I'm like, that's probably a good thing to do, and he says, "I was not at that wedding "because I met this girl on a date, "and we hooked up, but I'm having a baby! "You should come to my wedding!" True story. - [Interviewer] Send a DJ. - No, I'm not kidding. Yeah, send a DJ, yeah, I will, and I won't show up. Yeah, it all comes back, but all I'm saying to you is, this is so, so, so important, because I used to sit there and go, why does he hate me? And I did that for probably the first 20 DJs. Like, why would people do this? But now I've just realized we're on a fallen Earth where people make mistakes, people need to be held accountable, and it doesn't matter. I just need to get stuff done, so you need to make a list of 100 people, people are going to be rude, mean, whatever, but you have to go after them, so where do you find them? Look online for who's donated. Just type in the name of your city, and donations, major donations, major contributors. The people that you'll meet who have donated, ask each person that you meet, even if they don't donate, do you know anybody else that has donated large amounts of money? But you got to get aggressive. This is not a passive thing. This is not like, you just mailing letters. Have you ever gotten a letter from somebody who's trying to raise money for a mission trip? - Oh yeah, oh yeah. - At least call me! When was the last time? Just call me! - I just got one a month ago. - And it's like, I have no problem. If you're trying to raise money for a mission trip, amen, I love you, but at least put some effort. At least call me and say hey! The other day I met a boy scout, young boy scout in front of Walmart. He goes, "Excuse me, sir. "We're raising money for yadda yadda, "and I would really appreciate it if you could donate, "and you can have some cookies." And he's like, you know, probably seven, and I was like, what? Because I was walking. No seriously, I go, what? And he goes, "Would you be willing? "We're trying to raise money for Boy Scouts, "and I just, we really." And I'm like, because of your passion, yes, and most of us are going, had some money. I didn't even want the cookies. I'm like, here's some money, dude, but all I'm saying is like, this has to be a passionate thing. It can't be passive. You can't be just emailing people. Dear person, and this whole crap about write offs, that people want to donate for write off, that's a bunch of crap. You understand that. No one wants to donate for write offs, because you know what? When you write off something, that means that it's 100% of your money's gone, and if you pay taxes, even though we're not a socialist country, at least half of your money's left. - [Interviewer] Yeah. So, here we go. - So that whole thing about, oh, it's a good write off, oh, thank you Broster Damus, thank you for pointing that out. I mean, it just doesn't make any sense. - So number one, define your ideal and likely buyers. - [Clay] Yes. - Number two, you build your Dream 100 Board. - [Clay] Yep. - And what's the final step here? - Final step, number three, is you want to define your KPIs. Those are your key performance indicators, okay? So Bill Gates, maybe you know him. He started the Microsoft company. He made a lot of great products. He's also the reason why everyone in your college research papers was accidentally deleted. Once you hit save, and it crashed. Remember that guy? - [Interviewer] Yes. - Bill Gates, he says this. "I have been struck again and again by how "important measurement is to improving the human condition." You have to measure it, so you hold yourself accountable to every day, I am going to make 100 calls to these people. "100, 100 calls?" Yes. It should take you 25 calls per hour. That's the ratio. 25 calls her hour, four hours a day. You should be able to do it. If your schedule doesn't allow, then do 100 calls a week, but you have to hold yourself accountable to the set measurable number every day. That's all I've got. - There you go, there you go. Well, we are so grateful that you have tuned in for this training. I know that you gleaned a whole lot, but if you have any more questions, comments, something that you're still wondering about, don't hesitate, email us at Info@Thrive15.com. That's Info@Thrive15.com, and we'll be here. We have our staff ready to answer your questions, and see you succeed. Again, thanks for tuning in. Clay, thanks again for your wealth of knowledge. - I had one last thing I wanted to add. - Okay! - If your wedding was at the Moose Lodge, say, around 2000, and I screwed up your life, I'm really sorry, but if you could continue subscribing, we would love to have you on Thrive15. - So do we. Have a good one.
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