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In this thought-provoking dialogue, we delve into the optimal use of phone calls and emails for establishing and nurturing investor relationships. We highlight that as a founder or CEO, it’s often best to spend your time on the phone, discussing business and opportunities with potential investors.

We also point out the shifting communication dynamics in today’s business world. It used to be that you could call anybody anytime, but needed permission to send an email. Now, the opposite seems to be the case. This change prompts questions about when and how a founder should transition from email to phone communication.

We stress the importance of building a relationship before making a phone call. We don’t recommend cold-calling without a pre-established relationship. Instead, we suggest meeting potential investors at conferences, sending a text or email first, or scheduling a call.

For founders who have already pitched to investors and are awaiting a response, we suggest breaking the impasse by making a follow-up phone call. We also recommend that founders ask for permission to keep investors updated during the initial pitch. This permission paves the way for future communications and can help forge a relationship.

We underline that investing goes beyond just writing a check—it’s also about understanding and connecting with the person behind the business. Investors want to comprehend the body language, tonality, and other non-verbal cues that can only be grasped through direct interaction, such as phone calls or in-person meetings.

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For a comprehensive guide, head to CallingTheCapital.com for a free download of “Calling The Capital: 20 Ways to Incorporate Urgency Into Your Capital Raise,” or grab it from Amazon.

Free PDF Version: https://bit.ly/3Ki1vaB
Amazon: https://amzn.to/3K8DFNI

Hall T. MartIn: https://www.linkedin.com/in/halltmartin/

Ten Capital Network: https://tencapital.group/

In this insightful video, we provide a comprehensive breakdown of the due diligence process for various types of investors: first-time angel investors, venture capital (VC) funds, and family offices.
We point out that many first-time angel investors may not fully grasp the due diligence process. To address this, we suggest guiding the investor through the contents of a diligence box, such as entity filings or patent filings. This approach effectively resolves all outstanding queries and completes the due diligence process, potentially leading to an investment.

When dealing with VC funds, the process is more organized and can span weeks. We advise startups to understand and facilitate the VC’s process as much as possible, inquiring about the process, the responsible analyst, and any required information.

Lastly, we discuss family offices—entities with liquid assets exceeding $100 million. These offices often have departments dedicated to different types of investments. The diligence process is usually managed by family members with business acumen or outsourced to experts. Upholding their brand reputation is vital, so they ensure that their investments are meticulously vetted and align with their brand’s values.

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For a comprehensive guide, head to CallingTheCapital.com for a free download of “Calling The Capital: 20 Ways to Incorporate Urgency Into Your Capital Raise,” or grab it from Amazon.

Free PDF Version: https://bit.ly/3Ki1vaB
Amazon: https://amzn.to/3K8DFNI

Hall T. MartIn: https://www.linkedin.com/in/halltmartin/

Ten Capital Network: https://tencapital.group/

In this video, we explore the process of due diligence from both the startup and investor viewpoints. We observe that many first-time angel investors might be uncertain about what due diligence entails and might not know to ask for a diligence box or a data room.

To assist these investors, I suggest guiding them through the diligence box and answering any arising questions, effectively accomplishing the due diligence process which could potentially lead to an investment.

When dealing with a venture capital (VC) fund, the process is more regimented and can span several weeks. We advise understanding and facilitating the VC’s process as much as possible.

We also share our experiences with family offices, noting that they often have a dedicated VC department and other departments to manage their various investments. We mention that family offices either have knowledgeable family members handle the due diligence or they employ external experts to ensure the diligence process is comprehensive and accurate.

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For a comprehensive guide, head to CallingTheCapital.com for a free download of “Calling The Capital: 20 Ways to Incorporate Urgency Into Your Capital Raise,” or grab it from Amazon.

Free PDF Version: https://bit.ly/3Ki1vaB
Amazon: https://amzn.to/3K8DFNI

Hall T. MartIn: https://www.linkedin.com/in/halltmartin/

Ten Capital Network: https://tencapital.group/

In this video, I share my perspective on closing investors for startups. I underscore the importance of managing investor communications effectively, especially in the current economic environment. I suggest that founders should dedicate time to build a solid list of potential investors and interact with them as they would with friends.

I criticize formal or impersonal communication styles, like starting emails with “Dear Colleague” or saying, “We are proud.” Instead, I propose flipping the communication to center on the investors and to build a relationship with them.

In my view, every attempt to reach out to investors is like “money in the bank.” The more a startup communicates without immediately requesting something, the easier it will be to secure investment down the line. This video presents a different take on investor relations, emphasizing relationship building and personal communication.

Please like, comment and subscribe!

For a comprehensive guide, head to CallingTheCapital.com for a free download of “Calling The Capital: 20 Ways to Incorporate Urgency Into Your Capital Raise,” or grab it from Amazon.

Free PDF Version: https://bit.ly/3Ki1vaB
Amazon: https://amzn.to/3K8DFNI

Hall T. MartIn: https://www.linkedin.com/in/halltmartin/

Ten Capital Network: https://tencapital.group/

n this insightful video, I discuss the due diligence process in the context of startup fundraising. I offer guidance for startups when potential investors indicate a need to carry out due diligence but don’t take the initiative to kick off the process.

I stress the importance of understanding who the investor relies on for their due diligence, particularly if they are an individual investor lacking pertinent expertise. In these cases, it might be a family member or friend who might not possess the required background to comprehensively evaluate the startup’s potential.

I encourage startups to pose tough questions to unveil the true capability of the investor or their contact to conduct meaningful due diligence. They should ponder whether the person has relevant knowledge about the startup’s industry or alternative investments.

I suggest reframing the situation by questioning the necessity for exhaustive due diligence for the proposed amount of investment. Often, this can prompt investors to simplify their requests and proceed with the investment.

This video offers a behind-the-scenes look at how to expedite the fundraising process by efficiently handling potential investors’ due diligence requests.

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For a comprehensive guide, head to CallingTheCapital.com for a free download of “Calling The Capital: 20 Ways to Incorporate Urgency Into Your Capital Raise,” or grab it from Amazon.

Free PDF Version: https://bit.ly/3Ki1vaB
Amazon: https://amzn.to/3K8DFNI

Hall T. MartIn: https://www.linkedin.com/in/halltmartin/

Ten Capital Network: https://tencapital.group/

In this video, I delve into the idea of crafting scarcity in fundraising as a mechanism to stimulate urgency and interest among potential investors. I pinpoint three forms of scarcity: supply-related, time-related, and demand-related scarcity.

Supply-related scarcity pertains to the restricted availability of shares, as exemplified by firms like SpaceX. This form of scarcity is cultivated when the company tightly controls its share distribution, which enhances the perceived value of each share.

Time-related scarcity is about deadlines. I highlight the crucial role of using deadlines as a motivation factor for potential investors, stating that those who don’t deploy this strategy are “dead in the water.” The scarcity created by a finite timeframe for investment can be further intensified by applying multiple deadlines, such as those for different investment tranches.

Demand-related scarcity arises when investors perceive high demand for limited investment openings. This can be exhibited through oversubscription, where more investors wish to buy into the company than there are shares available. I share an instance of how this benefited AI Scout, where demonstrating oversubscription led to a “dogpiling effect,” with more investors desiring to get on board.

I also stress the importance of noting name-brand investors leading investment rounds, which enhances the perceived demand and prestige of the opportunity. I direct viewers to my 24-page guide “Calling the Capital” for more strategies on creating a sense of scarcity.

I conclude by emphasizing the significance of maintaining steady communication with potential investors. By keeping them engaged and informed of developments, investors can feel the urgency and competition to get involved, sparking the fear of missing out, or as it’s known on Wall Street, becoming “oversubscribed.”

Please like, comment and subscribe!

For a comprehensive guide, head to CallingTheCapital.com for a free download of “Calling The Capital: 20 Ways to Incorporate Urgency Into Your Capital Raise,” or grab it from Amazon.

Free PDF Version: https://bit.ly/3Ki1vaB
Amazon: https://amzn.to/3K8DFNI

Hall T. MartIn: https://www.linkedin.com/in/halltmartin/

Ten Capital Network: https://tencapital.group/