Capital Raising Hot Seats: Pitch Decks, Structures & Investor Relations with Richard C. Wilson

0:00Hello everybody, my name is Richard C. Wilson. I started our Family Office Club 19 years ago now. In 2007, we have put on 300 in-person events. I've written 13 books. We have now just over 3 ,000 videos on our YouTube channel. We hit 3 ,000 last week. We're actually putting out 1 ,000 videos just this year. We're on track to hit that. We're doing 250 new videos out on YouTube every quarter. We try to record videos anytime we travel and are hosting events, of course, etc. In our member portal, we actually have 2 ,000 investor talks recorded on there from investors who've spoken on stage at our many in-person events.

0:40And it's good to see a lot of familiar names here on the webinar today. The point of today is to do some hot seats, some feedback on capital raising, deal structuring. We'll talk a little bit about what's just going on in the family office space with ultra-wealthy families. We work with a lot of decamillionaires, centimillionaires, and billionaires. We traded eight emails with the billionaire this morning that we confirmed to speak at our annual event coming up in December. We also were confirming someone who had a billion-dollar exit in the tech space. He's in his 30s. He's going to come speak at our Beverly Hills event in March.

1:15And we have our Silicon Valley Summit coming up September 24th here. in a couple weeks just south of San Francisco. So we hope to see you at some of those events. We also have an advanced deal structuring mastermind series, and that's in October, and it's in four different cities. We'll be in Los Angeles, Dallas, New York, and Fort Lauderdale. And I teach and put on the workshop in each of the cities, but we also have three to four guest speakers in each of those different cities. So we start at 10 a.m. for all of our events all year round, and we hope you can make it to at least three to five of our events as a member.

1:52If you want to learn more about Family Office Club and you're brand new to our community, just go to familyoffices.com. If you don't mind renaming yourself as a charter member, VIP, or verified, that would be super helpful in calling on folks for the hot seats for today. The idea is to have you explain your number one challenge, number one opportunity, or a deal structuring question or how to get momentum on something that you're trying to build in your business or raise capital for, etc. And we'll try to be as helpful as possible. We'll try to have these be relatively quick though as we go. If you could just give me a thumbs up if the audio is coming through fine in terms of hearing me, that would be super helpful.

2:41I see two people had trouble hearing but I see a whole bunch of thumbs up. So it sounds like it's just one or two people. Oh, hey, Brandon. Thanks for being here. By the way, Garen said that you guys are maybe doing some work together in the Kansas area. He told me that this morning. So he said to say hi. So I appreciate you jumping on here today. All right. We are going to share just a couple quick slides here. So our structure is doing four big super summits a year and then 12 in-person masterminds around the country. We built out 50 of our own AI tools. We actually built out 94 of them, but 50 distinct unique ones that we offer to our members.

3:20And we've had a billion dollars in transactions get done within our community. So One Centimillionaire is just trading audio notes with this morning. We helped them run their family office. They've done half a dozen seven figure deals within our community with folks they meet in person. Nobody trusts anything they see over email or text message right now. like we had a meta world peace speak a couple of our la events i asked him in a fireside chat he's like an la lakers world champion i said what gets through your email what do you open he said nothing i think it's even if it looks super legit i just think it's a smart hacker he said maybe if i've gotten to know them on linkedin or instagram like maybe i'll trust they're a real person if i've interacted with them but otherwise it's all about in person it's like he doesn't trust anything.

4:06He thinks everyone's out just for a phishing attack or to trick him or scam him. If it's digital, it's like anyone can make anything up. In person, things fall apart pretty quickly if you're not genuine, if you don't have experience, if you can't add value, if you can't hold a conversation, if you can't look somebody in the eye, etc. Right? So that is why we host in-person events. That is why we're not fully digital. But on the digital side, we have 16 million members in our LinkedIn groups. We get a lot of deal flow, a lot of family connections, and everything through there. So a couple quick things, some visuals on our masterminds, some visuals on our investor summits, try to make it institutional quality.

4:44The one thing I wanted to share before I get started, and we'll jump right into the hot seat and not delay here, is just that, and Brandon Rooks, if you want to go, obviously you're part of the community, and I just saw your name already on there, so we could go over like maybe something that you're facing in terms of opportunity or a challenge or something related to your materials. And we could jump into one with you first if you'd like. But the one idea I wanted to share here is this formula. If you want to accelerate, then you have to drop mass. And, you know, the same amount of forests with less mass means you're just going to accelerate quicker.

5:22So mass could be meetings that are on your calendar which are with other people trying to sell you things. Mask could mean distraction. Mask could mean holding on to bad habits. Mask could mean pigeon-holing yourself into a business model when your true expertise and your relationships in your Rolodex could allow you to work on a 8 out of 10 or 10 out of 10 opportunity, but you might be stuck within a 5 out of 10 opportunity currently. It could mean a number of different things. We need to look at what could be slowing you down, what could be diluting the amount of force you're putting out in the world so that you're a bit more focused and you accelerate faster.

6:02Investors instantly judge things and they know that money likes speed and high velocity entrepreneurs, as Michael Scott always says, Michael came to our club, raised$8 million and had a$100 million exit a few years says that high velocity entrepreneurs is what he looks for and it's what he thinks it takes to be successful when it comes to raising capital or scaling a platform. And that's the best part about running Family Office Club is that I get to interview people who have had three exits and just sold a business for$90 million. I get to interview someone who is a OBGYN clinic owner and he owns his own medical practice, had to learn how to build that all up and now has learned how to be successful passive investor and we get to interview him through our doctors investor club division right i get to spend time with mark halpern who's the co-founder with me of deep due diligence club and it's a group of 50 investors that put 10 million dollars to work into deals and they read every word of a ppm they do group due diligence meetings at our investor summits they're a little subgroup within the thousand plus active investors we have in our club but they're really deep on due diligence and they've customized due diligence tools and And if you want to submit your deal to them, you can do that at due diligence club.com.

7:23Or if you're an investor, an allocator, it's just$99 a month. If you want to be part of a peer to peer due diligence group, there's no SPVs that we spend up there. There's no funds that we market. We don't use it to raise capital for our own deals. It's just peer to peer due diligence on deals that kind of self-manage and self-organize around what they find interesting. So that's a little intro on who we are. just a quick idea on how to accelerate your progress in the world and what you're trying to get done. We will go and see now who would like to do a hot seat here. And Brandon, if you are open to doing one, I will click the invite to unmute button here and we can have you jump in and see if you have a question or anything that you'd like to cover.

8:14And then I'll scroll down here and see if there's another one or two members that would like to go on next. Can you hear me now? Yep. Okay. I don't know how to navigate a lot of these functions on the bottom, so I'm not very Zoom savvy. No worries. As you know, our operations took a little bit of a turn in the land lot and new construction space for new construction, middle-class workforce housing. So I've created the new partnerships with the Tricor Team Operations and Alpha Funds. My question is, you know, when you, it's almost like starting over again, right? So we've restarted Alpha Funds to support a mixed use, full scale development from ground up through vertical in multiple markets across the country.

9:04what is really the best approach to launch something that looks new, even though it's backed by somebody that has a track record of 10 plus years in development and fundraising and capital raising? Right. A couple of things there. And then Harold, it might have you go next, by the way, if you're open to it because I know you've been a long time member. So for something that may look new to some, but has that long-term track record. I think that having the one-liner is critical. Showing a timeline is really important. I actually have, you know, it might be helpful just to share his screen share of an example of how to do this, Brandon, to make it more visual.

9:52So this here is a roofing company that we're helping a family office client of ours owns this in a trust, and we're helping them on this project. And essentially, at the top, we lead with the one-liner, right? $50 million a year in revenue, 49-year-old company. One family's owned it for 49 years. Here's the geography. Like in your case, Brandon, I'm familiar enough with your platform to know that you have a few different strategic projects. But at the bottom of this one-pager, there's this timeline here. Sometimes the whole meeting with the family will just be going over the timeline. You know, say, well, you know, it's got started back in 1977.

10:31and we started in Missouri. And then you could say the most important times is when we realized we had to have more than one branch and we had to get our costs under control by developing our own internal software for roofers, et cetera. And so having a one-pager is super helpful because their most valuable contacts just are not always gonna have time to go through a 22-page pitch deck when they're like traveling nonstop and they've got so much coming at them and they don't know who's real. so I would always have a one pager with the timeline ideally that one doesn't have it yet so just maybe yesterday with like having a video embedded at the top there that's all important but a lot of you have heard that stuff before today I think what makes the biggest difference Brandon would be trying to focus like 80 % of your capital raising on folks that are in a city where you have projects so they can go to the project and even if they didn't go to the project they know Lake Tahoe or they know X they know Y but ideally they go to actual project and meet you there or you fly us a group out and give them a tour at the actual project because the meeting in person is so critical and then understanding the project will go so much better if they actually meet there in person and then even an ugly video that's not produced by a professional and you're literally walking around the site and getting a drone and then flying it up to show where it is related to other assets in the area.

11:56Things like that don't have to look like a CNN produced thing with a ticker at the bottom. It just makes it real and genuine and sets you apart from others. And then the final thing I would say is that sometimes this is possible, not always, but sometimes when a platform's been around a long time, there are ways to reinvest in your own project first. And like the company behind the project who's sponsoring it, like the GP of the project may be investing 10 % of the money anyways or 5 % anyways right and one thing that communicates a lot of confidence is that like many times when when folks are saying that our incentives are aligned like I'm invested you know with you or I'm invested right alongside of you then the deal structure kind of looks like this if this oh here it is if the so the deal structure is you're investing on in a deal and you're here and the investor's right here um you're investing alongside of them what shows more confidence and this just means that like if you both take a 10 haircut you both get hurt by 10 if you both get a 10 gain you're both getting a 10 gain you're like oh great we're aligned i mean you are making fees off the deal typically but at least you're aligned on on the upside being good for both people one structure to consider is if you're already put it in five or ten percent or you already secured the land and put money and work into that at risk that the investor is here and your money comes in here and what this is is a damage risk bucket so you could still win together on the upside but if things go down you're taking the damage first if you sell at 90 % of what you bought at, you get wiped out completely before they get damaged at all.

13:49And it's almost like a risk capital from the hedge fund industry. They call it risk capital, like prime brokerage firms that pitch hedge funds and giving them capital would always say, okay, well, you're a$3 million fund. We'll give you$30 million, but we're going to have risk controls in there and stop losses so that we can take our$27 million out and you'll go and And basically, you lose your$3 million. That gives us some room to get our money out. So I don't know if that makes sense or if any of those ideas are helpful, but that's what comes to mind. All great info. And that's one thing we do this go-round is we're putting our money first, locking up all the ground.

14:30And then strategy for us in Ford Developments is we will pre-sell enough of the lots that it pays for the infrastructure for the entire development. and then we'll sit on the rest of that development debt-free, carrying no debt, and then we'll build out the rest of it so that we do make sure our investor's capital comes back first and foremost, and we do also put our own money into it. But, you know, and thank you, by the way, for showing me that we can go verified with you. I think that's been a huge help, and what I just want to figure out now is how to get, just like what you're saying, right?

15:07Nobody's opening emails, so it doesn't do us a whole lot of good to have this huge email database unless we, that verified might help. And also making sure that we got that one line or one pager. I like what Garen put together for Shamrock, which actually Garen will now be bidding out our roofs in all$5 billion of our forward development projects. So great connection. Great connection from the family office club, by the way. Cool. Awesome. Yeah, I'm glad it works out. And like, I think that thinking strategically, you know, I had a call with a roofer yesterday who sold his roofing business, put money into many syndications, and then some of them didn't go well.

15:47Some have gotten sideways. Somebody thinks he's going to lose all his money. And so many investors have had that exact experience that what you said is pretty important, like having less debt or no debt, having your capital be risk capital, or having strategic angles, right? Like someone who maybe would strategically benefit from a development and their actual operating business would benefit may also be okay being an investor. Like we have a student housing developer that does a billion a year in revenue. They'll sometimes invest in a student housing project as an LP investor and put in a seven figure check, but then they'll also be bidding for the construction project on the other side.

16:28So now they're hurting themselves and they help the capital raise get done. And so if you go to some really big players if they really like your project brand and they might be able to bid on something but also help with the work or like somehow it benefits their core business and they feel like and they genuinely are being super smart by doing that deal like if you can if you can help people feel smart because they are being smart then it's just like it can be a win-win for everyone and things go faster you know yeah love it and i love targeting people in that market, which obviously has helped us with Garen because one of our projects is we're 834 acres around Tiffany Green's golf course in North Kansas City, where Garen is based out of.

17:11So yeah. That's awesome. Yeah. We just had a Centimillionaire reach out last week about maybe formalizing his family office. And I've got another call with him on Monday and he's based in Kansas City by chance. He's like neighbors there in the Overland Park area with Garen. So I'm going to be meeting him in person when I go to Kansas City in a couple of weeks here in late September. I'm only a three hour drive away. If you wanted me to head up there, I'll head up there. OK, cool. Yeah. Now it goes. And then, yeah, I think just thinking strategically, like when I'm thinking about this for clients, I think it would be helpful for many people listening.

17:49maybe i just think like okay if whatever the niche is could be dry cleaners it could be stem cell centers whatever it is if you could build a database of um 100 people that have sold their dry cleaning platforms now when you go to them you don't have to explain dry cleaning they get it they see the value and they're like oh that's unique oh i know the space cold i could i know what i'm doing here um and if it's in their backyard they say to themselves okay i'm familiar with this area. This area is growing like Helvetia in Oregon, like a suburb of Hillsboro area. Most people don't know Helvetia exists, but I know it's growing in value and it's getting smashed between a couple little development areas.

18:28And so what you're looking for is one of those three trust curves and have someone be way up it. They're way up the trust curve of dry cleaners or whatever it is, or they're way up the trust curve, but they know that geography cold, or they just love you so much, they've known you for so long that like they're going to come into your deals because you've done them right over time. So I think those are like three kind of shortcut ways to get capital into a deal. Excellent. Excellent advice. Thank you. Cool. Thanks for being on, everyone. Yeah, you bet. Good to see you. I try to get on every Wednesday or every time it's on, but inevitably other meetings always popping up.

19:03No worries. I know how that goes. I was on a meeting before this until nine minutes before it started. So I was like, oh, I got to test my audio and jump on this thing. Okay. Good to see you in here. All right, David Harrison, I see you on here. Oh, Harold's saying no hot seat for him. Let's see if anyone else on here would like to do a hot seat, then feel free to just volunteer. Oh, Martin's saying that he lives in Helvetia. That is amazing. I guarantee you, you're the only person on this webinar that lives in Helvetia and probably the only person who's ever heard of Helvetia except for myself.

19:39But let's see here. We've got Barrick on here as well. But if anyone else would like to do the hot seat, let me know. I've got a couple of... Oh, we've got Brady on here. If you right-click on your name, you should... Right-click on your Zoom panel settings, you should be able to rename yourself. But I'll call on you Brady. One second here. Click a couple buttons. Get that done. Brady.

20:11There we go. Should allow you to unmute now.

20:21And then Charles Paul, we can have you go next if you'd like. And then Jim Riccardi, we can have you go next after that. So we've got a couple lined up. Brady, can you hear us?

20:38Or Jim, we can have you go first if you want, if you're ready.

20:51Can you, is your mic working there Jim?

20:59Otherwise Charles Paul can you go next potentially? Oh Brady said, oh go ahead. Am I on Richard? Yes, you're on, Jim. Hi, I'm Jim Riccardi. Shout out to member here since 2019. Awesome. And I'm working on my first pitch deck, finally. And what's the procedure? What happens after a pitch deck is accepted by a family office investor? What kind of due diligence can the client expect? Right. Yeah. So it's going to depend on the type of deal. so I can give you some different examples and I can give you some more helpful feedback on the exact type of a deal that you're working on to be more helpful to you.

21:46But for a investment where you're not raising a lot of capital, it's gonna be wildly different. If it, the more capital you need for a deal and the larger check size you see, then the more in-depth the due diligence typically is. And so if you're raising$20 million, very different than$200 ,000 or$2 million, the more early stage it is, the more construction risk or early operational risk there is, the more careful an investor is generally going to be by default because a lot of times new companies don't make it to the other side. And then some industries carry with them some stigma and it doesn't mean that everything in that industry is bad.

22:27In fact, it might mean that there's some amazing opportunities because some investors just write off the niche and so that changes the type of due diligence that folks expect but um what what's the actual thing that you're raising capital for like just on a high level um looking for a six million dollar bridge loan for a building uh assisted living okay and club living in florida um it's backed by a bond from oppenheimer and company okay and um they They check off all the list of things you look for, their experience, they've been in business for a long time, they're successful, they're ready to return on the projects they've had.

23:15And if they were accepted, would they, I mean, should they have all their tax returns ready or full credit? Underwriting, this is a loan. Yeah. And it's, you know, they're offering high interest rates. So but it's not a real hard money loan, 50 percent loan to value type thing. And so I'm just wondering what they would what happens with something like that. Yeah. Many times if they like what they see in the pitch deck, they would ask questions over email and then get on a phone call, go through on Zoom or a phone call to go through questions. They then would probably ask for access to a data room or a due diligence room or want to meet the founder in person or potentially tour the actual senior living facility in person.

24:08And many times when it comes to loans and lending, they look at not only the amount of debt on it, but the credibility of the executives. They might want background checks on the executives, but also just confirm who holds title. If there's other liens on the property. Sometimes you can be in first position, but because of other liens or judgments or legal issues or title entanglement issues, it could mess up the closing of a deal. We have one billion dollar group within our community that does hard money lending and bridge lending. It's Fairbridge. And John Letera there is a friend. He's the founder.

24:46He's been running it for 30 years. He's backed by some big institutions. So if anybody needs to send over deal flow or ideas related to bridge lending or hard money loans, I'm happy to get it over to John and he can take a look. I'll put my email address within the chat here for anything that anyone needs to reach out to during this talk. But the other thing is that just on our last webinar, we had Brian Burke on and he's been a long-term member. he also helped us acquire commercialrealestate.com a number of years ago and he recently has invested in or acquired over 40 different senior living facilities and so he's a relative expert on you know vetting those and conducting due diligence and navigating capital sources he might be a helpful resource just to bounce ideas off of or sometimes someone sometimes you source a deal and it's an excellent deal but then maybe the operational headaches of running it after sourcing or raising the capital for it someone else might have a good amount of the capital or the operational expertise and capital so sometimes just knowing who other people are in the space and they can able to put together deals and some people would see others as competition when they could just be like coopetition like people that you get things done with like Tony Robbins said he got$400 million of profit off of one deal just by being in close proximity of the right people and put things together and was able to create massive value by being in the right proximity of others.

26:20So I don't know if a few of those ideas help, but I would encourage you to put everything you have, your pitch deck and everything into quad, use our capital raising pitch quad skill that you get with membership. And if you reach out to Jennifer, we can get that to at no cost. That's like part of the membership. And then, or use the Dewey due diligence tool. And then say, I need to prepare for due diligence so I'm ready if the meeting goes well with the pitch deck. Help me write up the 30 due diligence questions and write the answers to all 30 due diligence questions based on my pitch deck and a copy paste of these emails where I was already answering some questions for my partner and for a client.

27:03So I think that that would be something that I would do if I was you just to get on top of things in terms of due diligence prep. Yeah. I heard Brian speak last week or two weeks ago and I did I did send him an email. Gee, I can't believe he didn't stop the answer right away. But I'll try LinkedIn. He's in Europe for a month. And so he'll be back in October. I was just trading some notes with him. And he'll be out until October. So that might be why he didn't reply. But yeah, it is one. I'm glad that just randomly that topic came up. Because in the family office world, many times I hear from people like, Oh, I reached out to this person.

27:51They haven't replied yet. And obviously you said in a way where you're obviously not super stressed about it. sometimes people get like very stressed about it because they're under like so much pressure to raise the capital. And it could just be that they're traveling with their daughter or closing a deal or they might have an interest, you know? Yeah. I'm not stressing about it. I know it's going to work out fine. Thank you, Richard. Yeah. Awesome. Thanks for being on here. Appreciate it. All right. Jim, you want to, oh, thanks for being on here, Jim. If Al or Brady, if you wanted to try to dial back in on your phone versus computer, that usually solves the mic problem.

28:28The webinar software doesn't allow for video sharing from guests anyways, for whatever reason. So if you want to dial back in on the phone, feel free to. But Ali, do you want to share anything you're working on or any feedback you need on deal structure? Sure. No, absolutely. Can you hear me? Yes. Great. So just a couple of things. One, I was on the call last, the last call you had, just to listen in like i usually do sure and you called on me uh uh randomly so i really wasn't prepared but uh it's so interesting uh again my name is al mcgallum the ceo of this company called project angus and we're building this vertically integrated beef platform with uh traceable high quality beef uh where we're able to trace it from birth to table uh we've got the cattle secured we've got the processing contract and we're finalizing the sale of the beef prior to launch So all of the beef prior to lunch.

29:20So it's a pretty interesting project, but not a normal project, my understanding is, with the family office. So we're outside the comfort zone of a lot of folks at the family office. But just a quick anecdote, as I was on the call last week, one of the members messaged me. And he happens to have grown up in the beef industry, not far from where we're actually going to do our processing. And we're engaging right now in conversations on how he might be able to help me and I might be able to help him. So just another benefit of being on these calls and participating. So I wanted to make sure you got that feedback.

29:55So thank you, Richard. So, yeah, so look, we're really at a point. One thing that's changed a little bit is instead of selling all of our cattle and beef to one vendor who was going to pay us okay prices, we found and this is probably not a surprise that selling the beef uh to to different parts of the beef to people who actually value those pieces right our net our gross profits are going to be much higher so we're working it that way uh it does create additional potential uh additional working capital needs we still we still launch with the ability to sell it all it's just more about payment terms.

30:35Some of the folks at the lower end pay in 14 days instead of seven days. So we're working through that right now. And as soon as we get that, we'll actually start the launch. So it looks like in the next few weeks, we'll be launching here. But one of the things I think to talk to you about right now would be, so we're raising essentially a note that but it's a royalty participation, right? So you get interest for the first six months. And then you start participating in gross revenues at 5 % after that until you get 1.5 extra money back. So a lot of people enjoyed that one. As our PPM went out, some of the gross margins changed, especially at launch.

31:19They get to where we want to be, but probably six months from now. So number one, I feel the need to go back out and address that to all the investors to make sure that they're aware of that and give them the opportunity to walk away if they want to um but with that also thinking about putting a tier of potent we weren't raising any equity at all you know we put our own money in i'm thinking of raising a million or two of equity just to give us some cushion on the other end so structuring that would be uh it'd be helpful to get some thoughts around yeah how you might do that yeah i was just thinking about this for another project so like i think sometimes people like income because they are wanting to live off the passive income.

32:03They also like it because it de-risks them every month. And then some people just like structuring things as debt or income investments. But one thing that I think I'm trying to mentally navigate because I'm confident it would be productive is to provide some sort of small gross revenue share or no payment and have that go until the investor gets 1x, so their initial investment back, or 1.2x because maybe it'll account for some inflation while paying them back their initial investment. And then everything else is profits from then on out. So the profits could be in the form of equity, but you get the money back in their pocket in the form of monthly payments.

32:47And in that way, their stress level goes down. Now they're just, everything's gravy from then on out. And it might be a good balance for some investors out there that want to recycle their money into the next deal, but also not invest in a company and be illiquid crossing their fingers for seven years while the company reinvests money. And then, oh, sorry, kind of blew up and got over our skis there. And then there was excitement all along and then things didn't work out and now they lost all their money. So that's something that we're working on structuring. And I know we sometimes trade emails and we see each other at events.

33:21And if you ever wanted to trade a couple of series of bullet points on, I think you're one of our verified members, actually. So, you know, on WhatsApp, we can trade audio notes and bullet point notes. So if you ever wanted to sketch out what that would look like or the exact terms, we're helping a company with tens of millions a year in revenue. And we're also talking to one in the concrete business that does 60 million a year in revenue, like navigate that exact type of structure. Yeah, this business, Richard, you've got so many deals you look at. But for those on the phone, when the call here, it starts out at 10 million revenue a month in a profitable.

34:00So we're doing 120 million a year first year out so that there's real revenue. We don't have to go out and find it. And and it could scale based on the capacity of the plant up to about 360 million dollars a year within the first year. So it's it's a really cash, great, great cash business. There's huge demand for the type of beef. We're not selling commodity beef. It's really high quality, traceable. And what we're adding to the process is we've recently connected with a nutritionist who is going to help us really change the labeling so people can start to see things with our beef that they can't see with anything else with the nutritional value.

34:45and the nutritional value of beef is blows away chicken and pork and we're actually uh going to be implementing a feeding process to add omega-3s into the feed which will change it dramatically from everything else so anything else that's working right you might be able to use ai to see what else could be introduced to the feed to increase the natural creatine in the beef or whatever you know what i mean like i don't know what's going on right absolutely yeah and look they've done studies at uh university of kansas and and uh nebraska where they've already tried this so they've got they've got the use cases where if this becomes your feed the last six months of the of the cow's uh house life it uh it dramatically increases the omega-3s yeah that's so cool yeah there was one comment here about blue zone projects versus animal products being more popular, but like I've just learned that like a big segment of the population, you know, likes potato chips and hot dogs and doesn't really care, like, or just doesn't have the budget to think that they can care about it.

35:49And then, you know, obviously some people are into this niche diet or that niche diet, but the amount of protein that's bought every second of the day globally just keeps on growing. And there's a big demand for clean protein and a clean diet where you're just eating clean protein and unprocessed foods and um it's definitely that massive amount of volume for for that type of business so but but most people that brings up the point al like most people do not understand the meat business at all you know and self-storage a lot of people have seen the self-storage unit they drive by them they could imagine how they work uh but like a meat factory maybe they've seen a scary documentary and they enjoy eating meat multiple times a day or week but like they don't they probably do not know the mechanics of distribution they don't know the business mechanics of it at all.

36:34They've probably never spoken to someone in their entire life that runs a meat or a protein business. Um, and they've spoken to many people that are in real estate. So I think like education is how you build trust, you know, adding value in education. Um, so having visuals that are night and day, like this is how the industry works. This is how we are completely different. Um, and have that be visual and then having your, your core visual be something that explains your business model at a glance instead of writing it out in five paragraphs if you can say we do this this part is super unique no one else does this and then this happens and then we do this and sell it to the optimized spread of eight different buyers who buy this part of the cow versus this part etc by making it super clear how you're unique and different in a sentence but also an image and just your business model educating people you know on podcasts educating people like on a stage or just when you meet them in person to make sure they actually understand how your business works and why it's a great business to be in I think is is super important because most of us just have no idea how that space works to be honest you're right on the money and I it's interesting though about how many people that that are in the Midwest if you if you talk to them about it they completely get it because a lot of them grew up on farms or their family's been in the business.

37:58So your point of trying to pitch East Coast investors or West Coast investors on a beef project, it's probably not the right pond to be fishing it. Yeah. Yeah, it could be. I mean, like my parents grew up in Nebraska. So I went back to my grandpa's farm to help him work on the farm every summer and would paint the barn and stuff like that. And so like, even though I didn't grow up in the Midwest, my family's from the Midwest. Um, so, um, but definitely you get a much higher concentration of Midwest folks when you're actually in the Midwest, obviously, but like some, some people have moved out to the coast, but have roots back there.

38:34But, um, but yeah, you're exactly right. So, and then like, you know, as you grow the operations, is there a grocery chain in the Midwest that like Costco having their, whatever Kroger's choice, or I can't remember what they call it, but like, you know if you if they were like you know what we would feel super smart if we developed our own line of protein that was locally sourced because everyone wants to brag about how like and hawaii like hey this green onion you're buying is is local hawaiian green onion we're supporting the local farmer um everyone wants to brag about that so if you use that people feel like maybe this thing hasn't sat on a truck for nine months if they got it from you know right next door Richard, you're right on the money.

39:20We're already in conversations. You know, the launch is going to be with wholesalers. But within six months, we've already got conversations going with Midwest regional chains who would love to have local beef that's traceable and differentiated from everything else that's out there that actually value nutrition as well and actually have nutritionists on their board. so uh yeah we there are especially this is a niche product at this stage even though we'll be starting out with two million pounds a month of beef that's nothing it's a drop in the bucket and and uh we can't supply all the demand for this kind of beef so it's it's a really neat project to be involved in and that's the reason i'm involved i've done startups for the last 25 plus years and raised you know over a billion dollars with private equity and venture this is different play it's really about doing stuff that's that's also good for the earth and good for human beings good for the ranchers and and uh it's kind of feel good uh to be involved in something like that yeah yeah for sure it's awesome um last thing i'd say is just that the corporate venture capital space like they literally are like looking for things which are innovative smart and strategic it's almost like the family office brain of like a publicly traded company and so um there are hundreds of corporate venture capital groups out there and by like cisco and google like google did 500 acquisitions last year from their corporate venture capital division and um you know we're trying to make more inroads in that space we actually own corporate venture capital.com and just don't have time and energy to do anything with it yet but like if there are cbc like corporate venture capital firms in the grocery um industry it'd be good to hunt those down and then also create that like a spreadsheet of like here are the 30 strategic buyers or a strategic you know grocery chains etc they'd probably love to have their own line of beef or secure their own supply um and then that can be like a list that you work over time as you're traveling you know perfect thank you yeah cool thanks for being on here al appreciate it um if um anyone else would like to volunteer just put it in the chat or q a i've got just one or two slides i want to cover and i see a couple questions here so marshall's saying it looks like family offices are doing most of these deals here in the united states um what about europe well family offices in europe mostly invest in europe family offices united states mostly invest in united States.

41:52You know, my spouse is from Brazil. My brother-in-law lives in Portugal. We've traveled often to different countries. Like, so if I've been to a place many times or have family members there, I'm more likely to invest there. Or if my spouse is from a country, I'm more likely to invest from there. But we're a U.S.-based investor club. So, you know, we have more U.S. family offices than others. But if you are global and you're just thinking to yourself, like, oh, I love coming on these webinars but there's no way I'm going to be becoming a member because you know I'll fly the United States at like at most once per year and I really just want to live stream these things and get access to the portal and access to all the AI tools.

42:29We do have a$99 a month version of our membership that's for international folks that just want access to the resources, live streaming the events, the 50 AI tools, the 2000 investor talks, help you improve your materials, your pitch, your deal structures, everything but you're not going to be coming to the live events. that's$99 a month. Otherwise, our membership starts at$400 a month. And our most vetted level is our verified membership. We get a background check and we create your one minute pitch video and help you with deal structure. And you get access to all of our events with all of our membership levels.

43:03It's just only virtual if you're the$99 a month. But there's no separate cost. We get that question every day and people think they have to pay for membership and then also pay for an event ticket. But it's all included. So there's no extra cost for that. let's see what else we have here oh amir is a good question what our family offices oh what would they reply to in terms of reaching out via cold email we covered this a bit on our last webinar so you might want to take a look at that one but essentially the best thing to do to create a relationship is not to reach out and pitch somebody right the best thing to do is to offer them a warm chocolate chip cookie of pure value.

43:44So they reach out and grab it, and now you know each other, right? So it could be a resource. It could be an infographic. It could be a due diligence guide. It could be a free AI tool. It could be an introduction to a peer. It could be help getting a client. It could be a deal structure that saves them capital or equity. It could be a resource. If there's an investor and you don't have a close relationship yet, and you know they don't run a fund, not syndicating multifamily, some AI startup they're pitching or something they're pitching to investors all the time, you could even use our events to add value first and help them come into our events.

44:20So let us know if you want to do that and we can be leveraging our events to activate investors on your list if you want to. But cold emails work best if they are short, high value, tilted and adding value before asking for anything, and very clear. Nobody who's busy wants to get on the phone to hear about an opportunity without knowing what the opportunity is. Nobody who's super busy really wants to get on any phone call without knowing what the agenda is really. And so making sure that you're thinking about it from that perspective, it's not about how many people can I pitch via email, it's how many people can you develop a relationship with face-to-face, add value to them first, and as they hear what you do, they say wow never heard of anyone doing that before well that's a smart business model well that's kind of refreshing like that that sounds like you have like a real edge there and like and in their mind their subconscious hand well this this is like one sharp individual in front of me like i should be doing something that sharp in my own business or like i should tell my daughter for her her business that she should be trying that type of a deal structure um etc like that's that's the response you want it's not about how do i pitch a million people per day right you can another question here from Marshall related to AI might tie into this.

45:36Oh, question for Al, not AI, Al. Is he interested in reducing the mortality rate of his livestock? I'm pretty sure that he would like to not have his cows die early, so I'm guessing that would be yes, but that would be an example of adding value to someone first for sure, Marshall. So if you want to shoot me an email, Marshall, I can always connect you to Al outside the webinar to make life easier if you want. Got a couple questions here. Yolanda is on. Thanks for joining us. I think from Alaska. You got a beautiful piece of property up in Alaska, if I'm not mistaken. Your due diligence has gone through underwriting and being discussed with the directors of a family office.

46:19Yeah, so when you're dealing with a piece of land that needs to be developed, first of all it's like having a startup and to some degree at least you have the tangible asset but there has to be a vision and it has to be de-risked in some way and if you have the land that costs let's say two million dollars and and it's going to be eight million to develop or whatever it is right sometimes the math works like that as a ratio and you own the land you can sometimes contribute the land and then put that up as collateral or like risk capital in front of the investors money. The other way you could do it is if you find one investor who could do the whole deal you might say you know what why don't we just do this as a co-GP or joint venture deal work with an attorney to pay for this of course and negotiate it but you could have them run the deal if they have developed real estate before but you have as well then you could develop the real estate but they're overseeing and they have the final control but you're really doing everything and running the plan and you check it against them and stay within the plan that might be way a way to get a deal done with a family office that otherwise only does their own deals so some people think oh there's no hope of doing a deal with them but they have to source those deals from somewhere and they do compensate people for sourcing them deals I'm sure they they compensate real estate brokers for comping them deals is there a way regulatory wise to compensate you for sourcing that deal for them does it fit an exclusion that doesn't require securities licenses like it's something to ask your attorney and compliance officer and investigate.

47:51But many times people have told me, nope, we can't work together. Nope, this is not gonna get done. Change the structure and then we get a deal done. So that is the whole point of our October Family Office Masterminds. We're gonna give over 30 different advanced deal structures on how to turn a no into a yes or how to say yes to somebody's higher valuation but still make the deal amazing for you because of when they get paid off and how they get paid off. it could be way better than getting your low valuation and having to go get expensive debt and have the risk of all these bank covenants and the bank could foreclose on you and cause you a bunch of headaches.

48:28That's the whole point of the advanced deal structure masterminds we're hosting in October in four cities and I'm confident that if you join and just use three of our AI tools and come to that mastermind and you skip the rest of our events all year you're going to be happy with like the value you got uh tom i recognize your name on here if you want to go next i just did the unmute uh tom winkler and then uh nick i recognize your name if you want to go after tom richard can you hear me yes fantastic well i appreciate you and thank you for uh thank you for doing this i've been uh trying to get on these but our we're just currently and doing a raise and it's been a little bit crazy.

49:14So anyway, I'm with Vitame. I'm the Chief Business Development Officer and we're building new infrastructure in healthcare, the missing layer, the physiology, all these wearables are trying to collect the spatial data and they're not able to make any sense of it without this technology that we created. So, you know, I know that family offices, investors in general like to see ARR. So how do you get past that when you're building something brand new that hasn't existed before and doesn't have that necessarily to look at. Right. What exact stage is it at right now? Like, is the software like ready on some small level?

49:50Is it like very early stage, like vision concept stage or what are you at there? No, we're kind of in between that. I mean, we've kind of got it mapped out already and we're raising at the seed stage right now in a 506C. So, you know, we're, we just, brought on two Mayo endocrinologists. And as far as a gold standard stamp of approval is concerned, it just doesn't get much better than that. So that kind of validated what we have and where we're at. And again, with all these wearables that everybody's talking about around from the auras to the whoops and so on, they're all trying to collect this data, but they have no way of longitudinally tracking it and making any sense out of it.

50:32So that's kind of where we come in. they're going to need us at point of manufacture or at some point to make sense of it all. So we're kind of in that sweet spot right now where we've got something we know is going to change healthcare and the early diagnostics part of things because, you know, I think it's very clear that today it's all about early detection, AI and data. And if the companies have those three things already, they're already, you know, it's a winning formula. But if you go one step further and you've created something that's been missing for many, many years. And we created the fifth vital sign called spatial inflammation vital sign.

51:06We actually can measure the inflammation and tell you where in the body something's going wrong versus all these other diagnostics. You know, they can't, they can tell you something's wrong, but they can't tell you where. So yeah, we've kind of figured that all out and we've had that aha moment and the light bulb went on. But again, when it comes to investors, they're all wanting to see ARR. And that's, that's just one thing that we've had some issues with is getting beyond that to where they can really see the vision that we have. Right, right. Yeah, interesting. So one thing that comes to mind that I would do is leverage deal structures you learn at Family Office Club and the tools to create a good one liner, a good one minute video, a good one pager.

51:48You might be able to meet some family offices and investors at some of our events. If you come to, you know, two to four different summits over time you might meet someone who could like open a ton of doors and be a super powerful um you know investor for you but i would also think what other doctors are in your local town or city or one or two places where you travel most often and try to build up via linkedin and local doctor medical conferences and associations how to meet face to face with more doctors reaching out cold to doctors does not work too well. A lot of them are notorious for replying to emails way less than even most people do, which is not a great reply rate.

52:32But meeting in person and following up or attempting to only reach out to those doctors that are local to you, especially if their specialty area relates to what you've developed, then again, they're going to get it and almost be like a brain trust and a check for you and a credibility. Like if your deal is funded by the very doctors who you then need to go sell the technology to, the technology will be better and it'll be way more credible. It's like we are a group of endocrinologists who funded this product for endocrinologists. I don't think that's the exact use case here, but you know what I mean?

53:08It's kind of like, it's way better than like, yeah, a bunch of like Ivy League kids got together who didn't know anything about the industry. And they got this thing funded in Silicon Valley and, you know, spent$30 million developing it. And it's amazing. Like, it's just not as genuine of a story. So it relates back to like the trust curve thing because they already know the space cold. So I would try to find local family offices local to people that have sold their businesses and health care of any type of health care business and have had an exit. and there are hundreds of healthcare exits every year.

53:41So finding over the last decade who's had healthcare exits and I was local to you, I would go out of your way to make relationships with them and meet with doctors in person, any niche specialties that would just get it instantly. I would definitely build a database of them. And the best capital raisers on planet earth that have raised 10 billion,$40 billion, they typically reach out to 180 to 300 prospects to find the 15 who invest or the eight that invest. So if you're on here listening and thinking like, man, it's like so hard to get the capital in. Everybody says that. That's all we hear all day long.

54:20If it was easy, it wouldn't be valuable. And if you can master the skillset of raising capital, you'll be valuable to others for the rest of your life for sure. And because it is challenging and more challenging than it used to be, you need every edge you can get. You need to be prepared for due diligence. You need to know what questions they're going to ask. You need to not say, here's a 30-page pitch deck, but say, here's a one-pager. Or if you're tight on time, 48-second video, you're going to get what we do visually. And I think you're going to lean forward and be really excited to hear more.

54:50If you just have 48 seconds to spare, this is what we're doing. You need those things because so many people have so much coming at them. And some of them have been beat up in the markets, the private markets lately. So those are just some things to think about. I don't know if that's helpful, if there's another kind of sub question in there you'd like me to. Oh, I think that's I think that's fantastic, Richard. And I think, you know, it's a numbers game. I'm not afraid to go through the numbers. I don't get emotionally attached to a no. Although I have to admit, in this case, define the ones that understand health care infrastructure as hard enough as it is.

55:23And then when one of those says no, it does sting a little bit more than the than the usual one. But I do like your idea because we just brought on those two endocrinologists from the Mayo. I do like that idea of going out there and getting more because every one of those has doors that they can open up. And I think that's a great point that you made there is to kind of get those together. And out of that will come, you know, second and third degree of separations out of that. So I really like that. I appreciate that. Yeah, for sure. And like every little niche specialty has its own little clan of endocrinologist association and the National Expo for perientologists.

56:00and you know like these things that people just normally um don't don't think about or hear about unless you're in that space so that might be where it's most fruitful and when you get niche enough um sometimes to sponsor one of those events or have an exhibit table and speak on stage is not that expensive compared to like the national doctors association annual event with 30 000 people and you get lost in the ocean of people and um they charge a lot just you know be thirty thousand dollars to speak on stage or something you know yeah okay perfect well thank you appreciate it richard cool thanks for being on here appreciate it all right um let's see here david's saying his family's from nebraska as well in some way that's awesome um see if there's any other big questions here we got a couple slides i want to focus on but Barbara's asking about family office groups in Brazil.

56:57I don't have tons of Brazilian family office groups. We do know a few and some they come to our events, especially our annual event in Fort Lauderdale. There's a big Brazilian community in South Florida. So if you're looking to make connections in Latin America, I'd encourage you to come to our Family Office Super Summit December 15th to 17th. And if you want to block out that date, it gets right up close to the Christmas holiday so marking that off early to come to that super summit might be good before you start booking plane tickets or plans around there. The virtual is$99 a month. It's designed for international because if you're in person the$400 a month is worth 10 times more because you get to meet folks, develop relationships, that's how deals get done.

57:41You can message and audio message investors through our portal. You can listen to them, you can use our AI tools, you can stream 2000 talks, live stream our events. So we're happy if you want to kick the tires and do a test run at 99 a month, whether you're global or domestic, but we've tried to make it so that the value exchange, what we charge is so massive that unless you're a startup with no budget, then I would definitely encourage you to jump into the full membership and you're going to love it. We We have a guarantee that no one else in our industry matches, that if you join, you come to one summit and one mastermind, you're going to love it.

58:20And pressure's on us. No risk. If you don't, we'll refund you. And the reason we offer that is that our events are fast moving. And we believe that just the AI tools alone is worth the membership. Just the events alone are worth the membership. All the investor talks and the transcriptions of all those put into, like the data feeds we have, like, is amazingly helpful. So there's a reason why no one else has that guarantee. we think and so we're happy to stand behind that if you want to shoot me an email I'll get you that that link for the$99 a month and then if you're interested in the other memberships just go to this website link I'll put here this is for our court membership options which I won't go through because it's just going to sound like a sales pitch if I do but would love for it if you join the family office club and came to our events they're a lot of fun you end up recognizing people as you come to more and more events over time becomes more of a real true community and not just like going to a one-off conference with a whole bunch of strangers and that's what investors want and that's what's required to really build valuable relationships.

59:26I wanted to cover just a couple quick concepts that I think are important for getting more done every day for being more productive. This comes from a presentation I did yesterday for a platform of 500 fund managers and offerings that are out there it's a group that licenses our ai tools it's called a avestor and avestor basically has 500 people who have decided they want to use the avestor infrastructure to offer direct investments but also be able to offer an investment fund structure if they want to which is highly highly unique because most people just do one or the other and typically if you only offer a fund i think you're really slowing down the progress you can make because a lot of family offices want to invest directly into a deal not all but a lot of them do so a couple quick notes here um we believe that you're really not wealthy in a holistic sense without your health right and so being ultra healthy is more important than being ultra wealthy but it's not one or the other.

1:00:32Being ultra healthy can help you become ultra wealthy. And if all you care about is money, then you're really telling your spouse and your kids like what we worship in this house is money and we'll sacrifice our health and our social life and doing fun exciting things or living where we want to live all for the sake of money. It's not like really a good message and it's probably not something you really believe in. And so I think that just focusing on health, realizing that probably the less of, you know, this type of stuff that you eat, the better, right? Like no one's forcing us to eat this and making sure that you're eating clean foods, moving your body around, doing things that just promote your health and being ultra healthy is just going to improve so many things in your life.

1:01:18And we've had members in Family Office Club that joined and have lost 40 pounds. One of my Family Office clients has lost 28 pounds. one lost 60 pounds three years ago and has kept it off and we're not weight watchers we're not here to help people lose weight but it's like losing 60 pounds changes your life right and so they come up and sometimes get like emotional because it's impacted their life so deeply and it's not why they came to us at all but it's just genuinely what I believe in and it's what I tell my kids and you know it's just how I try to live so we have all these different AI tools I'm not go deep on this we you can spend days watching our ai content and days playing around with our ai tools the tools we've developed have been used over 40 000 times now and they're super dialed in based on a billion dollars of deals getting closed over 19 years hearing 2 000 investors speak on stage at our events and i've been to every single one of our events i've never missed any of them and so that is the knowledge where like we're taking that knowledge and baking it into these AI tools so I don't care how nerdy of an AI software vibe programmer some Silicon Valley kid is he has not learned what we've learned running Family Office Club someone who would be dangerous is someone who's ran a family office group for 40 years instead of by 19 and they baked all of their lessons into AI tools and so we're really proud of what we built here it's exciting super helpful.

1:02:49Oh, Scott was saying that audio cut out for just one second on the best capital raisers talk to 180 to 300 prospects. On average, by the way, they follow up 21 to 23 times to get a deal closed and they're politely persistent, but they talk to that many prospects, 180 to 300, just to close 8 to 15 investors. So don't beat yourself up. If you reached out to a couple hundred people and nobody's invested. Those were stats from the best capital raisers on planet earth. They get to cheat by choosing the easiest things to raise capital for that are the most credible. They know how to prepare for due diligence.

1:03:28They know what to say. They know what not to say. They know how to tell if an investor's wasting their time. They've got great CRM software. Their materials probably aren't awful if they've raised 10 billion dollars right and with all those advantages they have to pitch that many people to get the money raised. So you're a superhero if you can pitch 50 people close 10 and your raise is done then you have amazing relationships and you're very thoughtful and very strategic more so than some of the world-class capital raisers that we have interviewed on stage um like chuck perkins has raised eight billion dollars um sergeant thomas was raised three billion dollars uh with multiple people within our coffee with hundred million dollar capital raisers ai tool we transcribed 100 talks from people who've raised 100 million each put them all into an AI tool so you can sit down and have a cup of virtual coffee with them and they'll give you advice on what works what doesn't and hear your pitch and give you feedback etc.

1:04:26People still need a value system of what's right and wrong for sure. For a 10 million dollar ticket you're talking about if you get a 10 million dollar check from a single investor then you're talking about billionaires you're talking about rias and multi-family offices they can write 10 to 30 million dollar checks you're talking about smaller institutional investors um that is very hard to do if you're new to capital raising but you might not be at all um and i always like to tell a story of one person that came to our event in houston and now we our texas events are in dallas but back then we did one in houston he said yeah I tried to raise 30 million dollars and fell on my face no one gave me a dime so he started from the ground he said I do a hundred and ten thousand dollar deal put in 55k of my own money got that done went on to a deal that was four or five hundred thousand dollars got that done did well by investors did a 1.2 million dollar deal then he did a four million dollar deal then a 10 million dollar deal then now four or five years later he's going for the 30 million dollar deal I hear many people that have never raised capital before and then they're trying to raise money for a resort in some international location and they just need to raise$110 million.

1:05:45It's amazing if you pull that off. But that is the major leagues. That is like Michael Jordan being the deepest work ethic athlete on planet Earth or one of the top 10. Very talented, very hardworking and saying, you know what? Done with the NBA. I want to go play in the MLB. Major League Baseball. They didn't let him in. He didn't make it. It was like AAA baseball and had to work his way up. He didn't go the next day and join an MLB team, right? And so walking into the capital raising world saying you're going to raise a billion dollars for a new Ritz-Carlton in Jamaica, like if you do, I want to interview you on stage at our Super Summit because you are a capital raising goddess or god.

1:06:26So just be super realistic in what you're getting behind. Only play top 1 % of hands. Only work on things which are excellent, exciting, with people you trust, who you've met in person, who you've vetted, done your full due diligence on, etc.

1:06:42Rafael, you're asking which is IA agent? If you can say that a different way, that would be helpful, happy to clarify. Yes, we'll be sending out today's recorded call. Yeah, it does take decades and years of failure sometimes to figure out how to raise capital, how to be most effective at it, etc. If there's any final questions you can send those over. I am going to look through the webinar slides that we had yesterday just to point out one or two quick things that might be helpful to folks listening here. One thing is that no one's gonna be more passionate about what you do than you. No one's gonna take what you're doing more seriously than you.

1:07:23So if you don't do a good job and you don't make it look professional and you don't care to professionalize things, dial it in, always be involving it, always making it better, always making it smarter, always going the extra mile, then other people are going to run circles around you and it's just not going to work. Like you've just chosen the wrong business partner and you've chosen the wrong niche. If you're not willing to go that deep, then you're just not going to be an amazing success in my experience because that's what it really takes to get there. And when we asked our billionaire AI tool and when we asked our pro-athlete transcripts tool and when we asked our tool that transcribed all of the investor talks on stage, what does it take to be top 0.1 % and then we got the results and then we smashed it all together, it all concise into this slide that we could end with for today unless there's a final comment or question and basically i got to i got to interview the billionaire founder of paul mitchell hair systems who's pictured here uh john paul de joria he also created patrone tequila and i got to interview him recently for one of my websites billionaires.com and he confirmed uh some of this exact 0.1 formula that's why i pictured him here but number one extreme focus have a unique offer only three to five things in your business and probably life really matter everything else is noise so just identify with extreme focus what you're doing and then overdo it most people will never extreme focus in the first place and they won't overdo it because they're doing something they're not passionate about they're not focused on they're not constantly improving you can only be an olympian in one sport or maybe some other really closely related sport, right?

1:09:10And so what are you going to be an Olympian in, right? You have to decide that and dedicate yourself to it. Being ultra healthy, we just covered. Peak mindset. Tony Robbins says you've probably collected 800 strategies your whole life, but how many of those strategies are about managing your peak mindset? How many of those strategies are staying positive, fast moving? Like Churchill says, if you turn to respond to every dog that barks on you, that barks towards you while you're on a walk, you'll never get to your destination. So you have to keep your focus, your mindset, your momentum, and ignore most things around you in life and have determination, but also be honest with yourself.

1:09:49And basically, without the peak mindset, you can have the exact same deal. And if you never smile, never make eye contact, never add value first, don't have an abundance mindset, aren't nice to be around, aren't funny, aren't engaging, aren't, if you're not passionate, all those different things, someone could literally raise 10 times as much capital as you with the exact same deal. It's not about the bullet points. It's about the team, the trust, and the conviction. And people get that completely wrong. They rush around at our events, literally sweating, saying, are you an investor? Are you an investor?

1:10:22Where's all the investors? I got this money. I got the best deal I've ever seen. It's like, no, by the sound of your voice, you have a daisy-chained a LinkedIn deal on an asset that doesn't even exist and you're so inexperienced you don't know that yet. We don't really have those at our events anymore because we used to have like a really cheap trial to come in and would get those types. We have a higher end audience now that doesn't really happen at our events but once a quarter we'll have to remove someone from the club that's just not a fit because they're of that mindset or just stressed out every day of their life but like that's why we like having a community when you sell event tickets you get stuff like that all over the place so peak mindset super important it dramatically can change how much capital you raise be high velocity and high integrity you have to move quickly implement quickly learn quickly like michael scott says high velocity entrepreneurs are who win in the end of the day and then the last point here you have to eliminate things automate things and then scale and that's like that Elon mindset of like sometimes the best way to improve a part is just to delete it.

1:11:29You know, in school we're taught to give a problem and work the problem. Okay, what's the problem? Okay, let's try to optimize that problem. How about we just delete the problem? Who cares about the problem? Like why are we even trying to solve this problem, right? And then automate and scale as much as you can. I want to share to me more PowerPoint slides today. We can keep it a little bit more brief and we're looking forward to seeing you at the Silicon Valley Summit September 24th. just go to familyoffices.com I'll see if there's any questions here in a second and you can check out our at any check out our event schedule coming up Silicon Valley Summit this month deal structuring masterminds next month you'll hear of deal structures and ideas that will allow you to sell and buy assets you wouldn't be able to otherwise and I think you'll find it just as powerful as our annual event that's three days long with 110 speakers on stage and 700 people in the room.

1:12:23We just confirmed the billionaire Jeff Hoffman as a keynote at our Super Summit in December. Last time he gave a talk at our Super Summit in 2021, I think it was, like the room was like in tears and he shared what made him ultra wealthy and boil it down to some key concepts and mental models that are different. So we're working with him on the event topics right now. But yeah, go to our website, figure out how to get more involved. I'd love it if you did. I'd love to meet you in person. And Stefan's saying, I am no Michael Jordan, but I did have some good luck along the way. Every deal after that was difficult now.

1:13:06Yeah, I mean, sometimes the saying is like, sometimes you have to realize you're getting lucky and then go deep on that. Like, oh, okay, I don't know how I caught this opportunity, but this seems to be the real deal. let me double check and then go really deep on that and sometimes that's the case so maybe just if you ever want to trade notes with me on just sourcing better deal flow and sourcing more opportunities sometimes it's a one out of 500 or one out of a thousand rule and so if you see 20 opportunities maybe by chance you caught a one out of a thousand uh opportunity right but then to get that look again you have to think what were the mechanics of that deal that made it so powerful what was awesome about it where do people congregate who own deals just like that so now in general it's a one out of a thousand deal but within this community or within this subsection or if i reach out to endocrinologists or law firm partners or whatever it's really only a one out of a hundred deal because the deal quality is so much higher by doing x and y and if i position myself in this way i'm actually going to attract people looking for capital at that exact moment in time where it's a one in ten and but to show that to an investor it looks like a one out of a thousand but because of how you attract deals and because of where you participate and how you structure deals you get to source better deals right um you're saying one you're saying they raised 150 million for a hotel in your first shot three phone calls that's amazing that that usually does not happen we've funded deals with one call and one reach out many times by those are typically smaller deals, not$150 million deals, because the size of check you needed, it makes it much harder.

1:14:47Yeah, Brandon, thanks for being on here. Harold will see you on the 24th of September. Appreciate it.

1:14:55One comment here is don't stress out, don't think too seriously, and don't take things too personally either. A no doesn't mean no forever. It might mean no right now under that structure, that valuation of what's going on in their life. And silence could just mean that they're in Europe for a month, like we heard earlier on the Zoom, right? It could mean absolutely nothing about your deal. Sometimes people get real upset over no response, but it could just mean that their daughter's getting married or that they're on their wedding anniversary or they's closed a big exciting deal or sold their company.

1:15:26And while you got mad at them, they got super liquid. And now people got mad at them. You know, do they think they want to do business? Probably, probably less so right um oh jim cool glad you saw jeff he is great he's awesome super helpful guy and generous with his ideas and feedback and he always hangs out a bit to network with people which i really love sometimes people come speak and they just run off stage and they're gone because they're busy which is fine but he usually hangs out a bit why not have one tool that does all of this um we do have the ability to create one tool that does all of it but anytime that you have one tool that does all of it you're trading awesome things Joshua so for example work with each of the 50 tools we developed they generally do two to six things on average four things right four main things so if we had all 50 tools performing 215 different functions in one AI tool that we call the super whatever family office club AI tool it would be impossible for everyone to keep track of what what the tool does like remember function number 179 it's super powerful but like you know they're not going to remember that right and they can pull up a menu i mean here's the 210 things or here's here's seven categories and if you want to drill down it'll tell you the 20 things in each category it'd just be like exhausting so what we've done is made the most popular tools into clod skills that way you can install the clod skills and it helps enhance your results within clod or you could get it to work with gpt etc that way the most popular skills can be applied in all of your chats without having to think about it.

1:17:00But then what I've also found is that our top 10 to 20 tools are way more popular than all the rest. And for your business, there's probably two to four tools that you want to go to and use. And now those tools are super dialed in. There's no extra context window or references to other things that would maybe dilute or slow down the answer or burn tokens. It's a very focused, laser-focused tool. And then for verified members, if you want to take one of our tools, we can customize it to your business for the meat industry for self storage for land due diligence whatever it is and customize one of our due diligence tools to layer on top of our 20 point due diligence analysis your values your due diligence preferences what you look for etc and make it more valuable for you as a verified member and then we work with about five family offices and or publicly traded companies or business owners that are typically doing seven figures, eight figures, nine figures in revenue, and we help them on a hands-on basis put our intelligence centers in place for each area of their business.

1:18:04Custom design AI tools, install them, join their Claude team account and actually put things in place for them so that their whole team is AI amplified. But we can only do that with five clients at a time and we've got three right now that are fully engaged and like deep into that process. So if that's of interest we have room for one or two more of those um but that is basically why we don't have one big fat ai tool just be um hard for our customers to navigate and it would dilute the strength and the laser focused um functionality of the tool i think all right we will let everyone go so appreciate being on here just reach out directly if you need anything um from me or my team.

1:18:51Jennifer, Daphne and Ellie have all been on the team for over a decade. So we're here to help. If you'd like a exhibit table at one of our events to get extra exposure, let us know. We'll connect you to Ellie. If you want to do a five-minute deal flow talk to get exposure for what you're doing, it's a great way to make connections and increase your relationships. We're just about sold out of speaking spots at Silicon Valley Summit. Either we have one or two left or we are sold out. So So if you want a discussion panel for that one or speaking slot, it may be too late, but reach out and let you know.

1:19:23And then the Super Summit in December, we do have slots open for that. And then our next Super Summit after that is March in Beverly Hills. So thank you, everybody, for your time. Reach out if you need anything. Thank you. If you are a founder, raising capital, developing real estate, or you're an investor, we'd love for you to get involved in the Family Office Club. I've run this community for 18 years now. We've hosted 300 live events. We have 17 million social media group members and followers. We have the number one YouTube channel on Family Offices. We have the number one most popular podcast on Family Offices.

1:19:57You can learn more about us and our membership options at familyoffices.com. We have 30 in-person events planned in 2026 and another dozen events this year. Please go to familyoffices.com to learn more.