Script:
- Clarify the problem.
- Label the problem.
- Overview past experiences.
- Sell the vacation.
- Explain away concerns.
- Reinforce the decision.
Communication:
1. Speak Loud enough.
2. Speak slowly enough for people to understand.
3. Articulate what your saying.
4. Read, read and re-read your script.
Structured Communication:
Step 1 – Establish Authority and Credibility – 1st Embrace Damaging admissions; by acknowledging the flaws/risks in your deal upfront. This builds radical honesty and makes your audience more receptive to your claims later on.
Proof-promise-plan – Use this structure for early stage conversations. Share proof of past success, make a clear promise of deliverables, and outline a specific plan for execution.
Build a Proprietary Deal Flow – Consistently communicate your wins and business model publicly. Hormozi notes that if you build a strong brand, people will eventually want to come invest with you rather than you having to hunt for them.
Step 2 – A.C.A: Communication Framework – When engaging with potential investors or leads, use this 3 -part method to build rapport without sounding like a salesperson.
- Acknowledge: repeat what they said to show you are listening and understand their specific needs or pain points.
- Compliment – Offer a sincere, specific compliment related to their business or perspective.
- Ask – Pivot to an indirect question, such as do you know anyone looking to acheive {Specific result} within {timeframe}? If they are interested, they will self-select.
Step 3 – Irresistible Offer: People tend to invest when the perceived value is so high and the risk so low that saying no, feels stupid.
- Describe the pain better than they can: Investors don’t buy solutions; they buy the relief of a problem. If you can describe their specific market pains better than they can, they will automatically trust you have the solution.
- Sell the vacation, not the flight: Focus your communication on the outcome (ROI/market dominance) rather than the complex technical processes of how you will get there.
- Removing risk with guarantees: Explicitly state what happens if targets aren’t met. Removing risk removes the biggest objection to investing.
Step 4 – How you speak is as important as what you say.
- Avoid reading tones – Memorize your key points and script so thoroughly that your cadence is naturally variable, which sounds more authentic.
- Maintain Tactical pauses – Use pauses to emphasize major points or to solicit a response. A silent pause after a big claim forces the other party to process the information.
- Speak to a 3rd grade level – Use simple, direct language. Complex jargon often masks uncertainty, stupid simple directions and promises build more trust with sophisticated investors
Step 5 – The Rule of 100 for Momentum:
Success in getting investments often a volume game. Hormozi recommends the rule of 100. Reach out to 100 people every day, spend 100 mins creating content, or spend $100 on ads. This consistent prolific input ensures you have enough at-bats to find the right investment partners.
