| Most of you have probably heard about elevator | | | | interest rates or something like that. You have |
| speeches and probably have been taught about | | | | not yet given the other person a big picture |
| elevator speeches. I don't know if you've actually | | | | context. |
| sat down and prepared one, and that's an | | | | Make It Interesting and Concise |
| important process here. I'm going to challenge all | | | | It's important that you spend some time and |
| of you to consider doing that. Spend some time | | | | think these things through so that when you have |
| and develop a really good elevator speech. | | | | an opportunity to talk with somebody you can |
| Over the next couple of years, as part of this | | | | deliver a fairly interesting, concise summary of |
| Private Lending process, you're going to be talking | | | | your program. |
| with dozens, even hundreds, of people. You need | | | | That person will then obviously respond yes |
| to have some well thought out presentation. | | | | they're interested or no they're not. Either way |
| You do not have to memorize it. I certainly don't | | | | you know where to go with that conversation. |
| memorize mine per se and I don't deliver it | | | | Practice |
| word-for-word. That's not the way I am. I try to | | | | One of the things I do with a lot of coaching |
| talk fairly casually. | | | | students is we practice this and we go through it. |
| Use a Summary Format | | | | The coaching students I see continually want to |
| At the same time you've got to have that at the | | | | jump into details right away. "It's going to be 8%; |
| back of your mind. You've got to have precisely | | | | we're going to do two-year notes, etc." People |
| what your private lending program's going to be. | | | | need a sense of the big picture. |
| You want to lay it out in a summary format for | | | | It's important to develop your elevator speech. I |
| somebody. Then the conversation will continue if | | | | have provided you a version that I've used over |
| they express some interest. That conversation | | | | the years and spent some time memorizing. |
| can move along in a fairly natural way. | | | | Again, you don't need to use mine. You can use |
| However, if you don't have a fairly decent well | | | | mine and modify it. However you do it, it's |
| thought out elevator speech, you're probably | | | | important that you think it through and make |
| going to jump into some details about the | | | | sure it is organized sequentially so it makes sense |
| program. You're going to start talking about | | | | to the listener. |