Want to raise FAST Capital? This video reveals the power of the ‘Know, Like, Trust’ factor, showing you how to connect with investors on a deeper level. Master these principles to get the funding you need quicker.
Dave Dubeau is a real estate capital-raising expert, author, and podcast host.
Since 2012, he has helped over 200 real estate investor clients raise over $325 million in private capital.
Now, through his new Capital Convo Podcast Service, Dave is helping syndicators leverage a podcast to consistently book 20+ accredited investor meetings a month.
#KnowLikeTrust, #CapitalRaising, #InvestorRelations, #InvestorStrategy, #WealthManagement
Enhance your real estate investing knowledge !
Learn more at https://www.peoplescapitalgroup.com/
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This is not a solicitation for funds, tax advice, or legal advice. This is not intended to be, and must not be construed to be in any form or manner a solicitation of investment funds or a securities offering. Peoples Capital Group LLC is NOT a United States Securities Dealer or Broker nor U. S. Investment Adviser is a Consultant/service provider and makes no warranties or representations as to the listener or viewer. All due diligence is the responsibility of the investor.
Transcript:
00:00:04:11 – 00:00:17:05
Aaron Fragnito
All right, ladies and gentlemen, welcome back to the Passive Cash Flow podcast. I’m your host, Aaron Frag. Neato. And we have an interesting guest with us this afternoon. We have David do Bo. How are we doing today, Dave?
00:00:17:07 – 00:00:20:21
Dave Dubeau
Aaron, I am doing fantastic. Thank you so much for having me on your show.
00:00:20:23 – 00:00:37:09
Aaron Fragnito
Absolutely glad to have you here. We were just, saying how we’re both experienced podcasters, so this should be a good one. A lot of fun here. And, you know, I’ve actually been following you for some time. We connected a couple, I think, three years ago or so, and, but why don’t you tell our listeners a little bit about what you do here?
00:00:37:11 – 00:00:58:20
Dave Dubeau
Yeah. Thanks, Aaron. Yeah? I had the pleasure of having you on my show. I’ve been running my Property Profits real estate podcast since 2018, which is a long time in podcast years. And I think we’re coming up on episode 1200 pretty quickly. So yeah, I’ve been I’ve been serious about the podcast thing for quite a while, been in the whole real estate space since 2003.
00:00:58:22 – 00:01:18:19
Dave Dubeau
I’ve done all sorts of stuff. Started off with the infomercial type, low money, no money down type deals because that’s what I had at the time and then gradually transitioned into multifamily. Realized a while a while ago and that I kind of suck as an operator. So I far prefer to partner with people that are good at that stuff.
00:01:18:21 – 00:01:41:04
Dave Dubeau
And these days I’m more of a passive investor, typically in multifamily deals, which is what your show is all about. And, also do a lot of work with syndicators and fund managers, professional real estate capital raisers to help them connect with accredited investors. And helping people raise capital is what I’ve been focus on for the last dozen years.
00:01:41:06 – 00:01:59:05
Aaron Fragnito
Yeah, yeah. Well, that’s, I always say raising capital is the pinnacle of my career. You know, I start as a realtor in this business in 2010 and kind of cut my teeth that way, doing rows and short sales. I think I made $500 my first six months. In real estate. I mean, 2010 was a dismal, real hard year.
00:01:59:07 – 00:02:23:15
Aaron Fragnito
In my defense, I just wish I had more capital, buy more properties. But, yeah, you know, took my legs, flipping properties, buying, income properties, leased them out to the wrong tenants, hiring the wrong management companies, firing two of those, starting our own, operations is, is a bear. You know, it is tough, especially when you’re taking these mismanaged assets and turning them around.
00:02:23:17 – 00:02:40:17
Aaron Fragnito
You know, we buy distressed apartment buildings, and we reposition them with our in-house property management company, and it kind of sounds easier than it is. You know, it’s there’s a lot of moving pieces to it. The devil’s in the details, for sure. And that’s why I have a good, business partner, Seth Martinez, who handles that operate.
00:02:40:19 – 00:03:02:05
Aaron Fragnito
And but, you know, around 2018, we realized our, our Achilles heel was really, as we, as we perfected our management and in which we’re always doing every day was really capital raising. Right. And the more capital you can access, the more properties you can buy and the more income you can make. As a real estate investor, as a business owner, and the more proceeds you can make for your investors.
00:03:02:05 – 00:03:22:05
Aaron Fragnito
It’s two, because actually bigger is better in real estate. You know, we don’t buy anything less than 40 units right now because just it’s hard to make sense of it, you know, economies of scale. So, and, you know, capital raising is a whole different beast. You know, I had raised capital flipping houses from our our real estate networking group, new Jersey Real Estate Network, about 5000 members in it.
00:03:22:05 – 00:03:37:10
Aaron Fragnito
And those investors are used to getting their money back in 12 months. And then all of a sudden, about six years ago, I was like, I want to buy a part. Millions more. So and I was like, hey, investors that invested in my fix of flips, why don’t you invest in my apartment buildings and I’ll pay you back in five years?
00:03:37:10 – 00:03:39:00
Aaron Fragnito
How’s that sound? They’re like, no way.
00:03:39:00 – 00:03:40:23
Dave Dubeau
We’re not quite as appealing. Exactly.
00:03:40:23 – 00:03:58:02
Aaron Fragnito
Yeah. You were paying, like, 10% interest in, like, 12 months. No way are we getting a new apartment building. So I did go out and learn how to raise capital on a grander scale from, you know, real accredited investors. And, it was very, very challenging. So, you know, that’s why I want to have you on the show here.
00:03:58:02 – 00:03:59:14
Aaron Fragnito
It is challenging to raise capital.
00:03:59:18 – 00:04:18:14
Dave Dubeau
And it’s interesting that you say that, Aaron, because that’s kind of been the progression I’ve taken with the work I’ve been doing. So for the first ten, 11 years, I was working with the mom and pop, what I call mom and pop real estate investors. Kind of like what you were doing when you’re doing the flips and helping them to raise capital, typically from their existing network.
00:04:18:16 – 00:04:44:17
Dave Dubeau
Most of them were not as well-connected as you with 5000 people as part of their network. But, you know, friends, family members, coworkers, business associates, that kind of thing to get them started. But then, yeah, a lot of them were switching out of doing flips and single family homes and getting into bigger deals, getting into multifamily, and now they needed to start spreading their wings and start doing syndications and and raising capital on a larger scale.
00:04:44:19 – 00:05:01:08
Dave Dubeau
So that’s why the last few years I’ve really, really been laser focused on what is the best way to connect with high income, high net worth individuals, aka accredited investors. And that’s what we’ve kind of perfected over the last couple of years.
00:05:01:10 – 00:05:18:20
Aaron Fragnito
Yeah, absolutely. And they come in all different shapes and sizes. You know accredited investors. You can find them at local real estate networking events. And but they also I actually find the best accredited investors to connect at our events that actually really have nothing to do with real estate.
00:05:18:22 – 00:05:19:24
Dave Dubeau
Exactly.
00:05:20:01 – 00:05:21:23
Aaron Fragnito
Yeah. I want to talk a little bit about it.
00:05:21:23 – 00:05:38:00
Dave Dubeau
It’s not it’s not so much of a feeding frenzy, is it? It’s not that like you go to a real estate event and everybody was trying to raise capital for everybody else. But if you go to, a doctor’s event or you go to a, some sort of a Chamber of Commerce event, then you’re probably the only real estate guy there.
00:05:38:02 – 00:05:56:16
Aaron Fragnito
Exactly. And also a lot of, real estate networking events, those are active investors, right? Those people are trying to buy a duplex or a 5 or 6 unit. And and that’s great. I mean, that’s exactly where I started, right? That’s how I built my portfolio to where it is today. So, and there’s I always say there’s no right or wrong way to invest in real estate.
00:05:56:16 – 00:06:21:01
Aaron Fragnito
You can invest actively and passively and complement your portfolio both ways. However, a lot of those kind of do it themselves. Investors, are you basically have to convert them to becoming a passive investor, which sometimes is a more of an uphill battle than converting someone who’s just a high net worth individual. You know, a doctor or a lawyer, you know, an accountant or just some C-suite executive.
00:06:21:03 – 00:06:38:10
Aaron Fragnito
Right. Earning 400 or $500,000 a year and saying, hey, how about you diversify part of your portfolio into real estate, you know, and start building a relationship there? But don’t let me do all the talking here. What are some, tips? The trade, my friend. And and raising capital we have for our listeners here.
00:06:38:12 – 00:06:59:03
Dave Dubeau
Well, it actually ties beautifully into what you’re just mentioning here. And so it really makes a lot of sense to meet these accredited investors where they’re already at. Right? So what we found over the years, they typically fall into a couple of different categories. Number one, you know, because we got to move back. Most people don’t have accredited investor tattooed on their foreheads.
00:06:59:03 – 00:07:16:14
Dave Dubeau
So we kind of have to figure out who’s most likely to be an accredited investor. In my mind, that could be a successful business owner who’s been in business for ten plus years and has ten plus employees. Chances are they fit the criteria of making 200 grand a year and a net worth of a million bucks or more.
00:07:16:20 – 00:07:46:15
Dave Dubeau
Chances are right. Or it could be a professional like we always think of doctors and dentists and successful CPAs and lawyers, those kind of people as well, could be a C-suite executive type person with a really good job at a big company. Those kind of folks typically meet that criteria. So then what is a good way to meet these people on a regular basis without necessarily having to go to a bunch of events, leave the office, that sort of thing.
00:07:46:17 – 00:08:11:21
Dave Dubeau
And what I found is that one of the best ways, Erin, is to have your own investor facing podcast. Very important distinction. They’re investor facing podcast. So like you mentioned quite often, we’re going to have the best success with people who are not necessarily in the real estate space already. Right? These are people that are doing their own business, have their own profession.
00:08:11:23 – 00:08:35:17
Dave Dubeau
They’re not real estate nerds like we are. And I say that with love and respect that, you know, that’s that’s what we are. So let’s create a podcast that appeals to them. Number one, as your ideal guest, like a show that they will want to come on and be interviewed on. And number two, that appeals to them as your ideal audience member as well.
00:08:35:19 – 00:09:04:16
Dave Dubeau
So what we’re doing, Erin, is there’s really three steps to creating what I call a podcast lead generation machine. Step number one is create that podcast that appeals to your ideal investor avatar. Step number two is find a whole bunch of them and invite them to be guests on your show. And what we do for our clients is we get them 4 or 5 of these interviews booked every week, consistently short sweet interviews, 2020 five minutes, and we block that into two time chunks.
00:09:04:18 – 00:09:28:14
Dave Dubeau
So they’re only busy basically two hours, twice a week doing these interviews, having these meetings with accredited investors. And that gets them to 20, conversations a month. And then the third piece of the puzzle is converting those conversations into capital. So three steps build a podcast that appeals to them. Number two, invite your ideal investor as your guest, five of them a week.
00:09:28:19 – 00:09:34:21
Dave Dubeau
And number three, convert those conversations into capital conversations that make sense. Big picture Aaron.
00:09:34:23 – 00:09:56:09
Aaron Fragnito
Yeah, absolutely. I mean, when you’re doing a podcast with someone, you’re connecting with them, on a level where you’re both kind of thought leaders in a space, and you’re interacting. They’re communicating. Right? You’re exchanging bios and whatnot. So, it’s a chance for people to connect and you feel, kind of connected it after speaking, especially for 20 or 30 minutes.
00:09:56:11 – 00:10:10:06
Aaron Fragnito
You remember, I mean, look at me and you I did, I think I did your podcast three years ago, you know, and when your, your VA reached out to me, I was like, oh, yeah. Yeah, I know this guy. Sure. And I get those emails probably once a day, but I was like, oh, I know, I know Dave Jarboe, you know?
00:10:10:06 – 00:10:20:01
Aaron Fragnito
So yeah, I’ll see how he’s doing and, reconnect here. But yeah, that that’s. And then you also get a ton of content. I mean, what do you have 12 episodes, you said. Right.
00:10:20:03 – 00:10:51:19
Dave Dubeau
Well, not only that, Erin, but what we do that’s kind of the secret sauce as well, is I have another VA. Well, I have my video editing guys slice and dice reels from the episode, and I have another VA. Take the transcript of the episode and create a LinkedIn article, Facebook post, Instagram posts, all this social media stuff, and then we give that to the guest on a silver platter to help them leverage their appearance on the show, which also helps us to grow the audience organically.
00:10:51:21 – 00:11:13:14
Dave Dubeau
And the cool thing is, Erin, like you and I have been in this podcast thing for a long time, it’s old hat for us, but a lot of these high income, high net worth people have never, ever been invited to be on a podcast before. I got one example, one of our clients, we got him $1 billion fund manager.
00:11:13:14 – 00:11:40:02
Dave Dubeau
This gentleman runs $1 billion fund. We got him to be a guest on our client’s show. That gentleman had never, ever been invited to be on anybody’s podcast before. Believe it or not, that was his first time. So here’s the here’s this shift in psychology art. So instead of my client trying to call this guy up, called and convince him to be on it, you know, to have a sales call about his investment opportunities, it’s a complete 180.
00:11:40:05 – 00:12:01:04
Dave Dubeau
And now instead, we’re inviting that person to be a guest on this podcast. We’re going to elevate them. We’re going to give them free PR, we’re going to give them a pat on the back. We’re going to make them look good, feel good, sound good. On our show. That’s going to create instant rapport. Plus they’re coming to the show feeling a little bit nervous, right.
00:12:01:04 – 00:12:14:08
Dave Dubeau
They’re the ones that are kind of being they’re being interviewed. And if they’re not used to it, they might be a little nervous. You put them at ease, you make them feel good. And it’s just a massive shortcut to the no like and trust factor. Does that make sense right.
00:12:14:10 – 00:12:28:02
Aaron Fragnito
Yeah. Yeah absolutely. And also when you’re giving them the content. Yes. The guest goes on the show and you give them back the transcript. Transcript. And the the shorts and the reels and all the social media editable pieces. Then.
00:12:28:02 – 00:12:29:15
Dave Dubeau
Well it’s not it’s done for them.
00:12:29:15 – 00:12:45:18
Aaron Fragnito
It’s all ready to go. Exactly. Right. Right. Which is incredible. And also, at that point, the people that follow them are probably similar types of, demographic, right? I mean, generally, if you’re a dentist, I imagine most your social media following, like other dentists, you know, or people kind of in that in the.
00:12:45:18 – 00:12:48:00
Dave Dubeau
LinkedIn connections and what have you. Yeah, exactly.
00:12:48:03 – 00:13:17:12
Aaron Fragnito
Exactly. So if they’re posting on their social media now, that’s going to open up your brand to a number of other high net worth individuals. So that’s beautiful. That’s good. Yeah. And it is all about know like and trust right. I mean if you look at any large scale financial manager right. Like Edward Jones or something like that, it’s pictures of like you like people like laying in a field, like having a picnic with their children or something on a sunny day, which I just did on Saturday afternoon is a beautiful day.
00:13:17:12 – 00:13:32:23
Aaron Fragnito
Oh my gosh, here in Jersey. So I had a picnic with my little three year old son and it was just it was a magical moment. It’s a very special moment. And, you know, that that is kind of like, if you could bottle that up and sell, I. Yeah, I’ll sign up for that. You know, like, that’s what everyone wants.
00:13:32:23 – 00:13:52:11
Aaron Fragnito
I like happiness with their family. So. Yeah. And that’s what financial security is, right? You gotta you gotta understand kind of what you’re selling at the end of the day, you know, it is like trust and know like and trust, right? And, and that’s what any good financial advisor does. It kind of says, hey, we’re part of your family.
00:13:52:11 – 00:14:19:23
Aaron Fragnito
You know, we’re helping you create these memories with your family and security, for the future. And that’s kind of our job. You know, I think a lot of people in the fundraising space. And, I mean, you get both types, too, you know, because you can also put out an ad that’s like 19 IRR, you know, cash flow from day one like that does get clicks, you know, so there’s like, there’s two ways, you know, I see like oil and gas guys like, you know, I don’t know what it is.
00:14:19:23 – 00:14:36:12
Aaron Fragnito
Oil and gas guys are straight to the pocketbook. You know, they’re like, man, I sign up, I go to these, like, family office events. You know, I throw my business card in the in the fishbowl. They’re like, badgering me, you know, like, man, you know what? You do. The last opportunity to get in on this is tomorrow.
00:14:36:12 – 00:14:50:15
Dave Dubeau
But isn’t that annoying? Like, I mean, obviously it works sometimes, but the the amount of rejection those guys go through, to get investors is mind boggling. And if you’re okay with that grind, that’s fine. But I’m I’m not.
00:14:50:17 – 00:14:51:22
Aaron Fragnito
Yeah, our clients are.
00:14:52:00 – 00:15:14:17
Dave Dubeau
I don’t think that’s your style either. So this is just a much, it’s a classier way to make that connection on a much more human, human basis. And to lead with the giving hat, right? That’s what it’s all about. It’s all about providing that person with a platform, giving them some kudos. Because here’s the thing. That billion dollar fund manager, guess what?
00:15:14:19 – 00:15:30:13
Dave Dubeau
He goes to work. Nobody’s giving him a pat on the back every day at work. Like he’s just going through the grind dealing with employees and dealing with, you know, all this stuff they have to deal with this. He goes home. He’s not getting a big pat on the back when he gets home. You know, to his wife and family it’s just the normal.
00:15:30:15 – 00:15:51:18
Dave Dubeau
So by bringing these folks onto your show, making them look good, making them feel good, right, making them shine as a guest on your show, it’s it’s just a real value that you’re providing to them. Yeah, it really is. And then all of the content you create and, and just giving them that exposure, people appreciate that. Right.
00:15:51:18 – 00:16:11:13
Dave Dubeau
So it’s then there’s a reciprocity. So the methodology that we do there and with the show, because it’s very important if you’re just going to be interviewing somebody for 20, 25 minutes, you have to have a good flow to your interview. So what we typically recommend is, you know, start off asking the person getting their their insights, their secret sauce to their professional success.
00:16:11:13 – 00:16:25:04
Dave Dubeau
What is it that they do that might be a little bit different than than other professionals in their field. Get them talking a little bit about that. Then we talk a little bit about personal success as well. How do they you know, just like you mentioned, you went on a picnic with your three year old son this weekend.
00:16:25:04 – 00:16:47:18
Dave Dubeau
That’s wonderful. So like, how do you combine professional and personal life and kind of have a little bit of balance there? And then towards the end of the interview, that’s where we start to massage the questions towards financial success, right? Without coming across as salesy, very, very important there. And so it’s a casual type thing. So let’s say you’re and you were you were my guest and you are a syndicator.
00:16:47:21 – 00:17:15:08
Dave Dubeau
You’re a doctor or something like that. Let’s say it’s doctor doctor for Magneto. So doctor Magneto, it sounds like things are going really, really well with your cosmetic surgery business. That’s and, you know, a lot of professionals and doctors in your position, they’re making very, very good money now, but they’re also looking to the future. How can they continue that level of income without working so hard for what are your thoughts about that doctor doctor friend new.
00:17:15:10 – 00:17:37:01
Dave Dubeau
Right. So you get them talking a little bit about what they’re doing. Like if they’re investing. Well, you know I’m starting to invest in stocks and bonds or I’m a day trader, I’m dabbling in crypto or whatever the heck they may or may not be doing, reinvesting everything into my own business. Okay, cool. So you just kind of wrap that up and then you wrap up the conversation and then the magic happens at the end of the interview.
00:17:37:01 – 00:17:55:15
Dave Dubeau
Once you’ve stopped the interview, you’re still on zoom with the person and you’re touching base and you say, Doctor Magneto. Yeah, this episode should be coming up in the next two months or whatever. It’s coming out. We’ll say you this, this and this and oh, by the way, you mentioned that you’re, you know, dabbling a little bit in stocks and bonds.
00:17:55:17 – 00:18:11:17
Dave Dubeau
Let me ask you a question. How do you feel about the kind of returns that you’re getting with those investments and the stabs in the security of those returns? Is that something that you feel like it’s 100% dialed in, or is it maybe a little bit of room for improvement? What’s doctor Frank NATO going to say?
00:18:11:19 – 00:18:13:07
Dave Dubeau
There’s always room for improvement, right?
00:18:13:10 – 00:18:14:20
Aaron Fragnito
For cash, for the money.
00:18:14:20 – 00:18:36:14
Dave Dubeau
I don’t care who you who you interview. You could could be Warren Buffett. There’s always room for improvement. Okay. Well, cool. Doctor friend new. We’re working with some other busy doctors like yourself in the alternative investing space in apartment buildings. And the great thing is, we’re able to get them solid, steady at double digit returns on their money.
00:18:36:16 – 00:18:56:04
Dave Dubeau
And it’s backed by a tangible asset. Real property. There’s massive demand. We’re 2 million units short in the country right now, and one of the best things is, at the same time, we’re able to help them lower their tax bill significantly. Is that something you might be interested in taking a look at? Boom. Okay, Amanda, a follow up discovery call.
00:18:56:10 – 00:18:57:10
Dave Dubeau
Does that make sense? Erin.
00:18:57:12 – 00:19:09:24
Aaron Fragnito
Yeah, yeah. Now do you have a second podcast or is this podcast also called property, Profits Real Estate Podcast that you or do you like a separate brand that you interview high net worth individuals on?
00:19:10:01 – 00:19:17:03
Dave Dubeau
Personally, I’m working with capital raisers and we’re building their podcast for them, and we’re helping them to connect with.
00:19:17:03 – 00:19:20:04
Aaron Fragnito
Okay. All right, all right. Okay. Got it. So, so yeah, my whole.
00:19:20:04 – 00:19:22:05
Dave Dubeau
Podcast is about real estate guys and gals.
00:19:22:05 – 00:19:23:03
Aaron Fragnito
Yeah. Got it.
00:19:23:03 – 00:19:32:04
Dave Dubeau
And I’m bringing them on and we’re talking and I’m doing this whole process right. So if you’re interested in connecting with the credit investors. So I drink my own Kool-Aid okay.
00:19:32:04 – 00:19:41:18
Aaron Fragnito
Okay. Got I now my mind is blown okay. Now right. Because you’re you’re in the coaching business. So your target demographic.
00:19:41:18 – 00:19:47:03
Dave Dubeau
Now not to start coaching. We provide done for you services okay. Basically a marketing agency. We do everything.
00:19:47:04 – 00:19:54:04
Aaron Fragnito
Okay. All right. So you’re in the marketing business. So of course. And so you but you use the same model that, that you, that you’re able to offer.
00:19:54:04 – 00:19:55:06
Dave Dubeau
Practice what I preach.
00:19:55:08 – 00:20:18:01
Aaron Fragnito
Yeah. Practice what you preach. Beautiful. Beautiful. Okay. That makes sense. You know, I, I actually, I met, another company a while ago. They would do something like this, but they do, like five minute podcasts. And they, I guess that I, I didn’t really they they were like, burn them through them, you know, and the idea is you talk you do like one a day, you know, so you’d have like five guests a week.
00:20:18:03 – 00:20:35:07
Aaron Fragnito
It was a little much, but, Yeah. So that that’s, that’s interesting though. I, okay. Okay. And then so do you. Now, I’m just curious about, you know, your service. Look. Yeah. This is man. You’re good. Because look at me. You know, I I’m in the business of raising capital. And I’m thinking of myself.
00:20:35:07 – 00:20:38:13
Aaron Fragnito
Yeah, I could I, you know, I already have the podcast. You know, I do.
00:20:38:15 – 00:20:58:01
Dave Dubeau
Yeah, we were well, we were talking a little bit off script. Off off camera. So in your case, you’re at the stage now where you are connecting with family offices and institutional capital, right. So what a good way to connect with those kind of high level people. Right. Because this is a way to get through the gatekeepers.
00:20:58:01 – 00:21:16:06
Dave Dubeau
Like, hey, I’d like to invite the president of your company to be a featured guest on my show. And your show has been going for years. And you got, you know, tons of credibility already built up there. And a lot of them are going to say yes. And then basically that’s that’s your foot in the door with these people.
00:21:16:08 – 00:21:34:09
Aaron Fragnito
Yeah. Yeah, that’s true actually. You know, I mean, I do find some family offices are kind of secret to me on social capital, you know. But they, you institutional capital is a little different. You could certainly get a number of those guys on there. They’re very busy. They’re usually, you know, extremely successful of course. But that is a great way to get your foot in the door.
00:21:34:11 – 00:21:51:23
Aaron Fragnito
And, you know, you’re absolutely right, you know, but I, I do work for a good group of accredited investors. We have about 100 accredited investors, about 83%, retention rate amongst them. But, you know, I’m always building that I wouldn’t be able to approach family offices and institutional level investors if I didn’t have my accredited investors behind me.
00:21:51:24 – 00:21:52:17
Aaron Fragnito
Our track record.
00:21:52:21 – 00:21:54:24
Dave Dubeau
Are you open to a tip or two around that?
00:21:55:04 – 00:21:56:09
Aaron Fragnito
Yeah. Go ahead. Yeah yeah.
00:21:56:11 – 00:22:07:19
Dave Dubeau
Yeah man. So something that we’re doing with our podcaster clients right now is going to those existing investors like you’ve got how many of them did you say you got to.
00:22:08:00 – 00:22:08:15
Aaron Fragnito
Be about 100.
00:22:08:15 – 00:22:32:20
Dave Dubeau
Yeah okay. Let’s say so. Let’s say you got 100 existing accredited investors. Yeah. If I were you, I might consider cherry picking the top 25. Like out of those 100 investors, there’s got to be there’s probably more than that. But pick the top 2025 that if you could clone those people and have a whole bunch more of them.
00:22:32:22 – 00:22:55:17
Dave Dubeau
You do that all day long, right? All right. So then here’s the trick. You interview them on your podcast air. Okay. You bring them on to interview them on their podcast. But again it’s all about featuring them. It’s not about showing ourselves with with them you know that’s what they feature them. And then at the end of the podcast you’re still on zoom with them.
00:22:55:19 – 00:23:26:03
Dave Dubeau
Then you can kind of just do a quick review of what kind of returns you been getting them, remind them about the kind of returns get. Record that second recording, and then get some video testimonials from those existing investors. Very, very powerful. Second thing you can do get warm introductions. Their friends and their coworkers who are like them for potential guests for the show, as well as just potential investor conversations.
00:23:26:05 – 00:23:52:12
Dave Dubeau
And number three, it’s another great way to create content for yourself. But then here’s the real magic you find their sphere. So we do a lot of work on LinkedIn. So chances are those 100 people you’re connected to quite a few of them on LinkedIn. Would that be fair to say no? Yeah. So then you can expand and you can go in, invite their connections to be your guest on your show, right?
00:23:52:12 – 00:24:13:08
Dave Dubeau
Find more people like them because chances are they’re connected to a lot of people just like themselves. Right. So that’s a I call that the spider web technique. That’s a way to kind of go out from from your existing investors and connect with a lot more of them. Yeah. But again, this works well if you’re doing, you know, 4 or 5 of these interviews a week, which sounds a little overwhelming, but it’s not.
00:24:13:08 – 00:24:33:15
Dave Dubeau
It’s about time. Time blocking. So when we’re working with clients, they block two hours twice a week. They have space for up to three interviews in each of those two hour blocks. That’s how we get them, you know, five, six interviews a week, booked every single week. And then bang, bang, bang, kind of turn it into a daily show.
00:24:33:17 – 00:24:40:11
Aaron Fragnito
And is that working? That’s them interviewing guests for their show, or is that them going on other people’s shows or even a.
00:24:40:12 – 00:24:43:02
Dave Dubeau
Oh, that’s them interviewing guests on their show.
00:24:43:04 – 00:25:09:16
Aaron Fragnito
Okay. Got it, got it. Okay. Absolutely. Yeah. I’ve also, there’s a little side note here. I one time I had my VA, just contacting podcast shows, you know, and, I went on about 70 podcasts. I did this probably about four years ago. I did get some investors, right. I did make some contacts there. And there was actually some investment capital raised from that.
00:25:09:18 – 00:25:22:11
Aaron Fragnito
I was, you know, I was thinking, actually, when you popped up, I was like, you know, I, I should do that again. And go on a lot of other shows. Do you also do that is I it looks like you have an outreach there, right, to get on other shows because that’s a great.
00:25:22:11 – 00:25:39:22
Dave Dubeau
Yeah. It’s, it’s, it’s a great cross way to to cross seven eight things for sure. Yeah. To do call them podcast swaps. Quite often you can reach out. You’ve got your own podcast. You can reach out to somebody else with a podcast. Yeah. And do a swap. You interview with them, they interview you.
00:25:39:24 – 00:25:40:18
Aaron Fragnito
Yeah.
00:25:40:20 – 00:26:02:19
Dave Dubeau
Everybody’s happy. So yeah, that works very, very well. But the whole trick to this, the primary focus to this methodology, Erin, which I call the capital Conversation and Conversion podcast, the main focus of this is let’s skip to the front of the line and let’s interview the exact kind of people we want as our clients. Does that make sense?
00:26:02:21 – 00:26:23:23
Dave Dubeau
The exact kind of people we want as our investor, let’s interview them. Let’s put them in the spotlight, make them look good, feel good, sound good, and create that connection and convert that into a an actual cup capital conversation and discovery meeting. Right. That’s that’s how you get the ball rolling. And and nurture them into an investor.
00:26:24:00 – 00:26:43:20
Aaron Fragnito
Yeah. That’s interesting. That is interesting. Yeah I guess you also have to be. Yeah I’m just thinking out loud. You have to be careful, you know, not sacrificing quality of your podcast because I do like to create, you know, quality shows. But then again, I mean, having a high net worth individual, talks about their passive investments. I mean, this is called the Passive Cash Flow podcast.
00:26:43:20 – 00:27:02:03
Aaron Fragnito
So, you know, having someone I know speaks about that isn’t all that different than a financial advisor or a fellow syndicator or, you know, we just had on a tax expert and, and so on. And, so, yeah, I think that actually would create value for our listeners. And that’s extremely important. Of course, that’s the purpose of the podcast.
00:27:02:03 – 00:27:14:03
Aaron Fragnito
So, that that’s, that’s interesting. Business. Dave, I like what you do there. And, yeah. Yeah, absolutely. And, so it sounds that you have a, you’ve been doing this for a while. Right.
00:27:14:04 – 00:27:35:03
Dave Dubeau
But for but no, no, this is I mean, I’ve been doing this for myself. Like, I converted my podcast over into a lead generating podcast about three years ago. And then the light bulb went off about, just about a year ago. It’s like, hey, is working really well for me. I think this would be a good service for syndicators and higher level capital raisers.
00:27:35:05 – 00:27:43:10
Dave Dubeau
So we actually just started this, as a done for you service. Coming up on a year ago, April of 2024 is when we started.
00:27:43:12 – 00:27:51:21
Aaron Fragnito
Okay. And then so what what is the service exactly you reach out to, Or how does it work if someone team, signs up with you there?
00:27:51:23 – 00:28:16:16
Dave Dubeau
Yeah. Well, basically, it’s three simple steps. It’s got a lot of stuff involved in it. But the first thing is we figure out what kind of podcast to create for them. So we come up with the the title, the theme, the ideal avatar they’re going after. And we build out the podcast for them. So all of the the back end stuff in the CRMs and the landing pages and websites, you know, all that techie stuff that you’re very familiar with.
00:28:16:21 – 00:28:55:21
Dave Dubeau
We build all of that for them. Second step is we fill it up with their ideal investor avatar as guests. So we get it to the point where we’ve got them five of these interviews a week against again tie blog. So it’s very, very efficient. And then we take care of all of the production services for them. So the editing video and audio editing, uploading, scheduling, releasing the content creation for the guest as well as the host, all of that stuff gets taken care of in the background, and we help our clients to convert those conversations into discovery calls and then into capital.
00:28:55:23 – 00:29:09:04
Dave Dubeau
So it’s kind of a a total done for you service. So the nice thing is our clients show up on zoom twice a week with a smile and a clean shirt. And their number one job is to remember to press record and have nice conversations.
00:29:09:04 – 00:29:21:16
Aaron Fragnito
So, that’s interesting. All right. Great, great. What do you do if someone already has a podcast in place? Do you have, like, a kind of a different service there? How would that work?
00:29:21:18 – 00:29:37:06
Dave Dubeau
Yeah, potentially. We could look at that. It really depends on what the goals are. But yeah, we we can do that as well. But our specialty is really getting people set up and launched with their podcast from scratch. Because that way, you know, we know they’re they’re set up and they’re doing it the way that works.
00:29:37:08 – 00:29:55:21
Aaron Fragnito
Yeah yeah. Makes sense. Makes sense okay. That’s really interesting. Well, no, Dave, I, I think it’s a great model there. You know, I, I am somewhat familiar with it myself, having a podcast, of course, myself, and, you know, I know, that it is a great way to connect with people, and it’s a great way to build your brand.
00:29:55:23 – 00:30:14:17
Aaron Fragnito
And I always say to real estate syndicators, if you don’t have a podcast and you’re not a real estate syndicator. So, it’s pretty much, you know, passage into the syndication space. But no, that’s, that’s great to hear. So thank you, Dave, that that’s really awesome stuff. So how can people reach out to you and learn more and connect with you?
00:30:14:22 – 00:30:44:23
Dave Dubeau
Oh. Thanks, Aaron. So I’ve just written a new book, How to Get 20 Accredited Investor Meetings every month following this capital conversation conversion podcast process. So, folks, can you get a free copy of the book if they go to a PDF copy of the book, if they go to the website, 20 Accredited Investors book.com. Again, that’s the number 20 accredited investors book.com.
00:30:45:00 – 00:31:09:23
Aaron Fragnito
Awesome. All right Dave, I like that. I like that stuff. Well thanks for coming on the show here. And as I was saying, I want to have Dave on the show to our listeners because raising capital has been one of the biggest challenges of my career, but it’s also allowed me and my business partner to acquire a lot more real estate and larger assets and grow to the level of working with family offices and institutional capital and retail credit investors as well.
00:31:10:00 – 00:31:29:02
Aaron Fragnito
To our listeners and, if you’re enjoying our content here, hit subscribe on YouTube where, the Passive Castle podcast on YouTube there and on all major, podcast platforms as well. So make sure you subscribe to our show. There and, share this with a friend. You know, if you’re enjoying our content, come up with a new episode every single month.
00:31:29:04 – 00:31:50:23
Aaron Fragnito
Share this with someone that you think would gain value from learning about passive investments. We focus often on real estate, but also other asset classes as well. And today was an interesting episode talking about, raising capital and being introduced to the types of people that you want to be speaking to. And, you know, this could actually apply to like a lot of different businesses if you really think about it.
00:31:50:23 – 00:31:56:05
Aaron Fragnito
So it’s, pretty interesting business model. Dave, want one more time? What’s that website people can go to?
00:31:56:07 – 00:32:02:23
Dave Dubeau
Yes. One t the number 20 accredited investors book.com.
00:32:03:00 – 00:32:09:10
Aaron Fragnito
Thanks a lot, Dave. And of course you go to People’s Capital group.com. Learn more about our investment opportunities there. Thanks a lot and great day.
