Ben Kogut raised $27 million of equity in a single year for HJH Investments. On this episode, host Abel Pacheco and Ben break down capital raising as equal parts relentless discipline and detachment.
In this episode:
- The funnel: his team reviews up to 1,500 opportunities a week, makes about 16 offers, and lands 1 under contract, "because we're not afraid to make offers."
- The mindset most raisers miss: "it's on me as a capital raiser to be indifferent. I truly don't care whether you invest or not. I'm here to educate. I'm an educator."
- The patient cadence: "just plant that seed. It's gonna take about seven interactions per person before somebody actually will jump in."
- Deals reverse engineered from the income: buy at a 10 cap so an 8% monthly preferred return is fundable from day one.
- The follow up engine: a 5 email sequence that keeps him "top of mind" while he sleeps.
Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.
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