How to Use Storytelling With Major Donors

How I raised $3+ Million for real estate without leaving my home (Most of it happened while getting coffee runs with my wife.) When I first started raising capital… I had no clue where to begin. No network, no strategy, no process. Fast-forward to today: → I’ve raised millions in funding → Built a portfolio of properties generating consistent cash flow → Helped others invest passively while they work their 9-5 And I did it all while balancing family time and running a law firm. Here’s my 3-step framework for building trust and raising capital effectively: 1) Start with Genuine Connections I reach out to 10 potential investors every day. My focus? Building relationships, not transactions. → People I meet at events → Past clients and colleagues → Friends-of-friends I don’t send “hard pitches.” Instead, I focus on understanding their goals. Why this works: People invest in people they trust, not just numbers. 2) Leverage Storytelling Every property I raise capital for has a story. One of my favorites? A short-term rental in Tennessee that wasn’t just a cabin - it became a vacation destination for dozens of families. People connect with stories, not spreadsheets. So, I paint a picture: → The property’s charm → Its potential as a family-friendly retreat → The long-term value it brings Investors are drawn to vision, not just ROI projections. 3) Simplify the Process I respect people’s time. Here’s what I do: → A short intro call to discuss their goals → Provide clear, concise details about the opportunity → Answer questions, no pressure When someone’s ready to invest, I guide them through the process step-by-step, making it as smooth and efficient as possible. Raising capital isn’t about persuasion. It’s about alignment. When your goals and values match those of potential investors, the rest falls into place. If you’ve been thinking about investing in real estate but feel stuck, here’s my advice: Start building connections now Share your story authentically Make it easy for others to say “yes” Want to explore passive real estate investing? Send me a message—let’s see if we’re a fit. ♻️ Know someone looking to invest? Tag them. ➕ Follow me for more insights on real estate investing and wealth-building.

Many donor conversations focus on what we want from them. These 5 questions focus on what matters to them: 1. "What first connected you to our mission?" (Reveals their personal story and values alignment) 2. "Of everything we do, what resonates most with you?" (Identifies which aspects of your work they value most) 3. "What impact would you most like to see your support create?" (Uncovers their vision and aspirations) 4. "How would you prefer to stay connected with our work?" (Respects their communication preferences) 5. "Who else in your life might find meaning in this work?" (Opens doors to their network naturally) The magic happens in the follow-up: "Tell me more about that..." Then, you can mirror: "It sounds like you're saying that..." These questions transform transactional interactions into relationship-building conversations. They signal that you value the person, not just their wallet. I've seen these questions uncover major gift opportunities, reveal passionate volunteers, identify board prospects, and most importantly—build authentic relationships that last. What's your go-to question when speaking with donors?

Storytelling is so important, but most reps don't use it enough. Here's an easy way to benefit from the power of storytelling in discovery. One area that many reps feel awkward about is how to start discovery. When done wrong, the transition can feel like starting an interrogation session. You can avoid that feeling by starting discovery with storytelling using a Visual Context Question (VCQ). What's a VCQ? A VCQ is a something that paints a mental picture (visual - V) about a scenario you can create value for (context - C) using a story that ends in a question (question - Q - haha!). Example: "Betty, mind if I ask you a question to start a conversation that helps me understand your situation and/or challenges better? Let's say that you are in a meeting room. Your CEO walks in and looks upset. She grabs a red marker, walks up to the whiteboard, and writes 2 numbers on it. She breaks the marker underlining the second number, then walks out of the room. What did she write on the whiteboard?" Let's break down this VCQ: 1. Did you picture in your mind the CEO and her storming out of the room? You did. It's like me saying "pink elephant." Your mind creates a mental picture. It can't help it. This is more mentally engaging than "What are your top challenges?" which offers no mental picture at all. 2. Subconsciously, your mind included in that mental image the 2 numbers the CEO "wrote" on the board. When I ask you to recall that information, your answer is influenced by the pre-work your brain has done as part of the mental image it's created. 3. This is easily adjustable to other scenarios like "You walk into the break room and 4 of your reps are huddled around the table and are complaining about something. They immediately stop talking when they see you, but what did you overhear?" Create a scenario that makes sense to you but requires a bit of a story. 4. People engage in stories. You create a stronger relationship by kicking off discovery with a story rather than a standard question. It changes the tone and feel of your discovery call. People will lean in more. 5. When you put people in a frame of mind that isn't a discovery call, they'll talk more or with higher quality. Buyers are trained on how to deal with sales people over time. This is a great pattern interrupt that gets you information other people won't get bc buyers go into "I'm going to get sold" buget-protection/risk-aversion/resistant-to-change mode. Sometimes, this technique bombs, but more often than not, it helps you do better discovery, and better discovery creates more wins!