5 min read

From Lead to Cash: Are you leaving millions of investor capital on the table?

Discover the game-changing strategies beyond just landing a scheduled call with potential investors. If you're measuring success solely by scheduled calls, you might be missing out on valuable opportunities.

About the Author
Vitaliy Gnezdilov

Vitaliy comes from an investor experience and product design background. He is a passive real estate investor and co-founder of Raise Ready Systems on a mission to empower alternative investment managers to raise capital online. Vitaliy enjoys spending time with his family, teaching, photography, and travel.

Let's cut to the chase—landing a scheduled call with a qualified potential investor is a significant win for most alternative investment managers, but if that's their only measure of success, they might be leaving money on the table. Any investor relations team that is just patiently waiting for calls is a team that is not poised to win.

1. What is a Lead?

Here's the lowdown: a lead isn't just a name and contact info; it's someone who's shown interest in learning more. And that's where the real magic begins—with a well-crafted nurture sequence that keeps working perpetually. Think of it as building a list, not for a one-time interaction, but with the aim of retaining investors for a lifetime.

GOAL: A qualified cost per lead should be <$50 per lead. And even if this lead doesn't convert into a phone call right away, they should be receiving ongoing educational content.

2. What is a Call?

When a lead enters the scene, it's not time to sit back and wait for them to schedule a call. The team should be proactive—basically calling them, shooting them a text message, and making their presence felt.

Clients who've adopted this strategy report the most fruitful conversations they've EVER had with prospects. Waiting is not an option; the Investor Relations (IR) team should be in action mode as soon as the leads step into the funnel. Missing out on this could literally cost millions.

GOAL: If you are the sponsor, you should be getting a hold of every 1 of 5 leads that enter your funnel, whether that's from a scheduled call or investor relations reaching out proactively. This should be reinforced with effective auto-text copy that yields 20% conversion (but only to those who opt in to texts!).

3. What is a Conversion?

Here's how we measure success: how many leads are smoothly sailing through the nurture sequence, how many of them have successfully connected with the sponsor's Investor Relations (IR) team, how many have scheduled a call or simply picked up the phone, and then, the ultimate goal—how many of these prospects have turned into investors committing funds.

It's not just about having a list; it's about actively engaging with the individuals on that list. It is important to fine-tune this process to an art, making every step count and ensuring that no lead slips through the cracks.

So now that you know all these, it’s time to do the actual legwork. If you're a sponsor and you are itching to know the secret sauce, the actual scripts that have proven to turn prospects into bona fide investors and you just want to make every connection count, it's time to schedule a call with us. Remember that our goal is to not just acquire leads, we want to turn them into valuable, long-term partners.