in the past — even if you haven’t used those funds yet. All of these team members can add credibility to you in the eyes of your prospective lenders. ... Cover article continued • Step 7: Call the “yeses” 48 hours prior to the luncheon. You or your assistant need to call and confirm your guests are attending. Tell your guests that you need to know if they are coming and if they have any dietary restrictions. That way, you can give a count to the venue and pay for the meal. • Step 8: Practice the presentation. I have a PowerPoint Presentation entitled "The Private Lender Presentation," which is a PowerPoint available to download frommy student area at JayConner.com. A few days before the event, make time to practice the presentation with a small audience of family or friends who can give you feedback. Get the flow down because it’s best if you are the one who gives the presentation. • Step 9: Get your resources together. Have extra copies of your 16-minute CD, the private-lender brochure, and the interest-level form. The interest-level form is one guests fill out with their information before they leave. If you don’t have this form, call my office and we’ll email a copy to you.
• 12:15–12:45 p.m.: Lunch. Have your guests sit down as the venue staff brings out lunch. Give your guests 30 minutes to eat their food and talk with one another. • 12:45 p.m.: Presentation begins. Not everyone will be done eating, but that’s okay. Start the presentation and use the Private-Lender Presentation PowerPoint provided on my website. In 20–25 minutes, go through the whole presentation with no interruptions. Before you begin, tell guests to write down their questions because you’ll answer them at the end. • 1:05 p.m.: Ask your team questions. After the presentation, go around the room and ask your team questions. For example, I like to ask my real estate attorney, “Are there any concerns a private lender should have?” At which point, my real estate attorney is able to say there shouldn't be any concerns because private lenders are getting the mortgage, deed of trust, promissory note, and all the documents are recorded. Or I ask my CPA accountant, “Are there any concerns a private lender should have from a tax standpoint?” and my other private lenders, “What has your experience been like working with me?” This is how you have third-party endorsements reinforcing the information that your guests have already heard in the presentation. • 1:10 p.m.: Pass out resources. Have your assistant pass out the private-lender brochure and the interest level form. Instruct them to fill out the form and leave it upside down on the table or hand it to you as they leave. • 1:15 p.m.: End the event. You don’t want to field questions in front of an audience. Instead, let everyone know that you want to make sure they get out on time like you promised and offer to stick around and answer questions one-on-one.
At the Luncheon
• 12–12:15 p.m.: Network. As guests arrive, give them the first 10–15 minutes to mingle. Provide a cheese plate or soft drinks for them to enjoy as they mill around.
Have You Heard the Good News ... As It Relates to “Eating Together”?
After the Luncheon
Follow up. Within 24–48 hours of the luncheon, call every prospective lender who attended the event, regardless of the level of interest they expressed on their forms. This call has to be from you, not your assistant. There are three things you need to do on this call:
1. Thank them for attending and supporting you at the luncheon.
Revelation 3:20 Behold, I stand at the door and knock; if anyone hears My voice and opens the door, I will come in to him and will dine with him, and he with Me. John 6:35 Jesus said to them, “I am the bread of life; he who comes to Me will not hunger, and he who believes in Me will never thirst. 1 Corinthians 10:31 Whether, then, you eat or drink or whatever you do, do all to the glory of God.
2. Ask for their feedback: “How do you think I did? Was the information clear? Do you have any suggestions about what I could do better?”
3. Get the form and say, “I see here your level of interest is [what they indicated on their form]. What questions can I answer for you about my program? Are there any clarifications I can give you? Would you like to go to lunch and talk more about it one-on-one?” That’s the overview of hosting your first private-lender luncheon. The best way to become good at something is to jump in, be as prepared as possible, and just do it. I recommend videotaping your luncheon so you can look back to see how you did from the audience’s perspective and look for things to do better next time.
Now here’s your homework: Set a date on your calendar for when you’ll host your private-lender luncheon. And once you have your deadline set, jump right in to make your private-lender luncheon a success.
–Jay Conner
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