Hunter Thompson has raised more than $35 million and bought more than $90 million of commercial real estate. On this episode, host Abel Pacheco and Hunter break down capital raising as a funnel, and why the close matters least.
In this episode:
- The 4 stage funnel: "the attract phase, the educate and nurture phase is two and three, and then the close phase."
- The counterintuitive core: "the ratio is meaningless compared to the top of the funnel. I don't want to present in front of 10 people. I wanna present in front of 10,000."
- Abel, a 13 year tech sales veteran, agreed against his own instinct: a weak 5 percent close on 10,000 beats a great close on 10.
- The proof: in one raise "one investor invested $612,000 without requesting a phone call with me. They may know more about me than some of my best friends."
- Abel's own arc: running a sales book from $5 million to $57 million a year.
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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