b'10. Position Your Company to Attract Investorspractice on at least 10 people you already know and see what they think of it. Modify it based on their feedback until you like it and it rolls off your tongue. Keep it short. Heres an example: I run a real estate investment company that pools funds from investors like you to buy commercial real estate.The ultimate goal of your magic statement is to invite follow-up ques-tions so you can have an organic conversation about your business with prospective investors.Establish a Record-Keeping SystemOnce you have contact information from someone you met, what do you do with it? Do you, like many other people, have a pile of business cards stashed in a drawer somewhere? Heres what you need to do with them:First, you should create a database. An Excel spreadsheet may be good enough at first, but as you begin to network and drive traffic to your web-site, you may quickly see the need for a more robust means of keeping track of investors. You need a true customer relations management (CRM) program. There are many such programs available in the marketplace, in-cluding Hubspot, Podio, Emma, Salesforce, and Insightly, to name a few. Some are low- or no-cost to start.The most effective CRM will provide a means to record all of your com-munications with investors such as when and where you met, notes about your discussions and subsequent communications, and to keep track of any offerings you make. Follow Up With Potential Investors You Have MetOnce you meet potential investors and record their contact informa-tion, you need to have a system in place for maintaining contact. Fol-low-up via an initial phone call or a face-to-face meeting will be the most effective means to solidify your new relationship. The purpose of this fol-low-up meeting is to remind them how you met and schedule a time for a more in-depth telephone or in-person meeting. At that time, you will determine the prospects suitability and financial qualifications and get to know them better. During the subsequent meeting, talk about the investor and his or her goals first, then talk about your company and its goals. If you meet with 117'