As syndicators, raising capital is the lifeline of our businesses, so things will be very challenging for us if we aren’t good at sales. Keeley Hubbard is a multifamily syndicator and investor as well as a sales coach who truly understands how to make buyers feel comfortable, and she joins us on the show to share some of her secrets. We hear about Keeley’s background in sales and how the negative stigma salespeople seemed to have never sat well with her. Realizing there had to be a better way, Keeley set out to learn how to pitch authentically, and it was not long before she started teaching others to do the same.
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In our conversation with Keeley, she shows us how not to sound like every other salesperson, and how to get past the walls that go up in a buyer’s mind the moment they feel they are being pitched to. She also explains how to gauge an investor’s interest level and how to follow up after you begin working with one to show them you truly care. Along with all this, listeners will hear Keeley speak about the value of having patience as a syndicator, how to win over a potential investor before you tell them you’re a syndicator, and the growth that comes with doing what makes you uncomfortable. For a truly insightful discussion that will benefit anybody looking to polish their sales pitch, be sure to tune in.
Key Points From This Episode:
- Keeley’s background in sales and coaching and her road into real estate investing.
- How Keeley puts her sales knowledge to use while coaching capital raising for syndications.
- The difficulty of not sounding pushy while trying to sell something and how Keeley helps.
- How to not sound like every salesperson by listening to your client’s problem first.
- Getting past ‘the buyer system’ (buyers anxious of salespeople) by taking the pressure off.
- The idea that you can be successful in raising capital when you are not perfectly scripted.
- Doing the groundwork before talking to a new investor and what that involves.
- The steps after talking to an investor for the first time: figuring out the gap between where they are and want to be.
- Tailoring your sales to an investor by figuring out how urgently they want to invest.
- The follow-up strategy once an investor is interested; calling them personally to show you care.
- Why the hardest part of Keeley’s syndication journey is having patience.
- How to get a person to like you when you meet them for the first time.
- Why not to introduce yourself as a multifamily syndicator to a prospective investor.
- Keeping her GP team ready to act on a deal – a recent improvement to Keeley’s business.
- Why Keeley’s best source for meeting new investors is her coaching business.
- The number one contributor to Keeley’s success – the willingness to be uncomfortable.
- How Keeley likes to give back by working with Operation Underground Railroad.
- The easiest way to get in touch with Keeley and learn more about her.
[bctt tweet=”You may be talking to somebody who it just doesn’t make sense for. It’s not the ideal investment for them, so you can’t assume that you should ‘product vomit’ over every single person that you talk to. — Keeley Hubbard” username=”whitney_sewell”]
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About Keeley Hubbard
Keeley Hubbard is both a multifamily syndicator and investor, as well as a sales coach for business owners and professionals who are looking to break through to the top of their field. Throughout her career, her primary focus has always been helping others achieve their financial life goals. Keeley’s desire to help people started at a young age and continued through the years as she graduated from TCU and pursued a career in financial education. She spent 7 years in this industry as an Executive and her passion for people and skilled communication drove unprecedented growth. As a Managing Partner of Hubbard Capital Group, a multifamily investment firm founded by Keeley and her father, she is dually responsible for acquisitions and investor relations. Integrity, transparency, and delivering results to investors is at the core of every decision she makes. When Keeley isn’t sales coaching, touring properties, or underwriting deals, you can find her hanging out with her big, crazy-fun family.
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