By Adam Sarhan – CEO 50 Park Investments
Performance Alone Doesn’t Lead to New Assets:
One of the biggest misconceptions emerging managers have in our business is that they can raise a ton of assets solely on performance alone. However, the reality is, performance is just one component of raising assets, but not the only component.
Expand Your Network:
One of the best ways to raise assets is to grow your network and meet new people. Think about it for a second, if you already have a great network that could allocate to you, you wouldn’t be looking for new assets.
3 Ways To Expand Your Network:
Here are three powerful ways portfolio managers can expand their network and meet new contacts:
Attend Industry Events/Conferences: The CTA Expo and The Emerging Manager Forum are two great ways to expand your network and meet new people. The key here is to attend multiple conferences and then follow up with the people you met. It’s not a one and done process. Meaning, very rarely do you just show up and instantly get a huge allocation without more follow up from you side.
The key is to build new meaningful relationships. Ask yourself, how can you add value to the other person? What can you do to help that person? Can you connect them with someone and help them, even if they can’t immediately help you? You never know who will help you and when they will help. The key is to grow your network and meet as many new people as possible. Then, follow up and build meaningful relationships. The more you give, the more you get. That’s a universal law of nature.
Reach Out To Allocators:
George Clooney’s career took off when he realized that casting agents need to hire new actors. The same is true with allocators, the money is out there and it needs to be allocated. How many allocators have you reached out to in the past 30 days? 60 days? 90 days? This may sound obvious, but it amazes me how many people don’t take the time to actually reach out and introduce themselves to new potential prospects.
Another effective way is to go on LinkedIn, and connect with just about anyone in the business that you can create a meaningful business relationship with. If you don’t want to do the work yourself, hire a firm like BCBconcepts.com to do it for you. You can hire a call center to set appointments for you and all you have to do is show up and tell your story. The tools are out there, the onus is on you to use them.
Use The Media And Become a Thought Leader:
Another extremely powerful way to make new contacts is to use the media and become a thought leader in your space. I can speak from experience (I have been quoted on every major financial media network – here), being a thought leader changes the dynamic, and instantly separates you from your competitors. The goal is to speak intelligently, build a tribe, and engage the audience. Your goal is to have people turn to you when they have questions about your area(s) of expertise.
These are just a few ways you can grow your contacts and meet new people. Just like anything in life there are many ways to skin a cat (in this case, grow your contacts), all you have to do is find one or two approaches that work for you and go out and say hello.