Alan Cowgill

You have learned in previous newsletters and in great detail

in “Private Lending Made Easy” how to make your luncheons

attractive, comfortable, and a very pleasant experience. So,

why wouldn’t someone want to attend a lovely luncheon at a

nice location for fre*e? Well, people are funny sometimes.

Maybe they don’t want everyone to know they have enough money

to invest. They feel it is a very private matter. Maybe they

are “The Millionaire Next Door” type who lives an unassuming

life style and you would never guess they are actually quite

wealthy and very capable and interested in investing with you.

Maybe they are just the shy type who doesn’t feel comfortable

in social situations like sophisticated luncheons. They

just don’t go for all that “fancy stuff.”

Maybe they are not physically able to attend. Perhaps they

are older or have disabilities.

Maybe they are just odd. Remember the stories about Howard

Hughes, one of the country’s wealthiest men? He probably

would not have attended a luncheon because he just did things

differently.

There are quite a few reasons why someone might not want to or

be able to attend a luncheon but, they called you because they

want or need to earn a high rate of return on their money?

YES! So we want to extend this tremendous opportunity to them!

You’ll recognize some of these folks when they call in to the

answering service that is taking reservations for your

luncheon. They will identify themselves as interested but

unable to attend. This is important: Don’t pressure them to

attend. Accept that they have their reasons.

They may ask that you just send them information. We send the

blue audio business card with the credibility building items,

the newspaper articles, the Elizabeth letter, an audio tape on

private mortgage lending, information about our company, etc.

They may immediately agree to talk with you so you need to set

up a one-on-one meeting. Ask them where they would like to

meet. They may want you to come to their home. They may want

to meet at your office to see if you are “for real.” They may

want to meet at a coffee shop. The location is not all that

important because what we need to be concerned with here is

their comfort. Your presentation should be the same regardless

of where you meet.

Now you have a date set for a one-on-one meeting so you have to

get ready. (Heads up: Do all your preparation ahead of time.

What if they want to meet tonight? BE READY!)

Go through the same steps you would if you were making a

presentation to a large audience.

- Prepare presentation items

- Go through your checklist

- Arrive on time

- Look professional

- Be professional

- Make your presentation

- Close

Here’s a little more information about each of these points.

- Prepare presentation items

This time you won’t be concerned with a projector but you may

want to use a laptop. That makes a nice professional

presentation.

Another option is to print out the presentation and put it in

a binder or notebook so you can make the same presentation

with paper copies. You might want to put each page in a

plastic cover to ensure the pages stay in perfect condition.

Know your material backwards and forwards and be prepared to

answer questions.

- Go through your checklist

Use the checklist even if you are going to a one-on-one

meeting. Sure, you don’t have a lot of items to count out but

you certainly have items to remember and the checklist is a

tremendous help.

- Arrive on time

Be courteous and arrive on time. If they are late don’t

mention it or if they mention it, be gracious. If you arrive

20 or 30 minutes late, forget it. You’ve blown your

credibility. They see that you don’t do what you say and

the game is over.

- Look professional

This doesn’t mean that you have to wear a suit to meet at the

neighborhood coffee shop. This might come on a little too

strong. Just be sure you are well groomed and look nice. We

have sports shirts with our company name embroidered on the

front that look great.

Their first impression of you is just as important at a

one-on-one meeting as it is at a luncheon presentation.

- Be professional

Yes, this is a more casual setting but you can still conduct

yourself in a professional manner. Always be aware that

they are judging the way you present yourself as well as the

program. You want them to trust you with a great deal of

money so you have to convey to them that you are a serious

businessman or businesswoman.

- Make your presentation

Get to your presentation quickly, this is not a social call,

but a business meeting. Don’t waste their time.

They may want to chat or there may be other distractions like

the family dog running around or phone interruptions. Stay

focused and cover the material.

If they have questions you can’t answer, assure them that you

will find out the answer and get back with them. Remember

that questions are not negative, it means they are interested!

- Close

Just like at a luncheon presentation, you have to have a close

or “call to action.” Use the form in the system to ask if

they are going to pass or play. No hard sell! Whether their

answer is yes or no, thank them for their time and conclude

the meeting.

Do this over and over again until you have all the money you

want!

Alan Cowgill is a speaker, author, and real estate entrepreneur. Alan has bought or sold over 200 investment properties. His step-by-step system “Private Lending Made Easy” teaches others to find private lenders. Contact Alan at 937-390-0816 or 866-831-3540. For a FREE audio go to www.PrivateLendingMadeEasy.com