Alan Cowgill

Sometime I have to learn things the hard way.

When I held my 1st luncheon, I didn’t know what to say at the

end of my talk to get my audience to take action on my private

mortgage program.

It was an awkward moment.

There is a nano second of time that I needed to give them

some direction and I blew it.

Yes, I still had folks lining up to loan me money but I could

have done better.

In my 2nd luncheon, I did much better. I created an 8-1/2×11

form for them to fill out and provide me key information to

see what they wanted the next step to be.

It is the one thing that pulls everything together. It

determines your luncheon success and whether or not your

guests take action on your program! All of your efforts and

the focus of your presentation come to the point where they

have to make a decision. When I held my first luncheon, I

knew this, but frankly, I had to learn how to make a strong

close and get them to let me know their decision. The one

critical item in the program that forces the potential lender

to make a “yes” or “no” commitment is what I call the

“Interest Form”.

I want them to make a commitment and let me know immediately

following my presentation, BEFORE we sit down to eat whether

or not they are going to pass or play. I don’t want to have

to guess or follow up later with each one and waste valuable

time.

Because I didn’t have the “interest form” in the 1st luncheon

I felt like an ambulance chaser when I attempted to follow

up with the folks the weeks after the luncheon.

I’ve found that getting an answer on the spot even if it is

a definite “no” is always much better than a “maybe” or “I’ll

have to talk to my friend or spouse, and I’ll get back with

you.” Not knowing can have you running around like an

ambulance chaser and getting frustrated.

Remember, some people will want to lend and some won’t.

Spend your time and efforts working with those savvy lenders

who see the value in your program and are ready to take

action. If others are on the fence, but later decide they

want to lend with you, they have your phone number and they’ll

call.

I’ve had one lender call 18 months after the luncheon to start

their loan.

At the conclusion of my luncheon presentation, I direct their

attention to the form I gave them when they arrived entitled,

“Please Fill Out And Turn In

This Form Before Leaving.”

I hold it up while I’m talking and ask them to get out the

form, fill it out, and I tell them to return the completed

form to me or one of my assistants before they go back to the

dining area. We MAKE SURE we get a form from each and every

guest.

We collect the forms and scan them to make sure they are

filled out and we say “Thank you” without making an issue of

their choice.

Since I respect their privacy, and I’m a gracious host, I

don’t embarrass anyone or reveal who has made which decision.

We all sit together and enjoy a nice meal.

Since this is such an important issue, let’s talk a little

about the parts of the “Interest Form”. Note: If you have my

Private Lending Made Easy system, take out the “Interest Form”

and follow along.

- Their contact information

You are going to need their complete information for your

records so you might as well get this up front. Most of

the people gave you some information when they made their

reservation. You still need to ask for it again and this

will also take care of the people who didn’t have reservations

but were invited by your other guests.

- Their decision

This form cuts right to the heart of the matter.

Plain and simple. What a tremendous tool to let me know

immediately where I stand and where they stand!

- Referrals

Now not only will you find some people ready, willing, and able

to give you wads of cash, you will find that these folks tend

to associate with people who are just like them — people who

have been financial responsible and have available capital.

Some of these people will see the value of lending with you

and want to share this with their friends. Even if they don’t

provide names and phone numbers immediately, this will get them

to start thinking about referring someone in the future. It

lets them know that you are interested in getting referrals

from them.

- Their level of commitment

This bottom section lets you know the level at which they want

to lend. If their initial amount is lower than you expected,

don’t be discouraged. Typically, they want to test you and see

if you are for real and will do what you say. I’ve had this

happen where someone will lend a small amount and then more

and then more. It’s exciting for me because it makes my

business grow and it lets me know that we are building a

strong business relationship. It’s exciting for them because

they are able to make a safe loan and frankly, it’s more

fun than sending their money off to some faceless organization

in a distant city. When they see my “WE BUY HOUSES” signs,

they know they are an important part of a strong, local

business that is taking distressed properties and creating

homes for local families.

What a great feeling to have a big stack of these “interest

forms” in front of you at the end of the luncheon. You have

immediate feedback.

I love this business!

Important Tip

Always keep in mind that some people will pass and some people

will play. You never need to put pressure on anyone.

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