Send us a text

https://fundflowos.com/fire

Ever wonder why some fund managers raise millions with ease while others struggle to get a single wire? The difference isn't just better deals or higher returns—it's mastering the psychology of investor persuasion.

In this paradigm-shifting conversation, sales psychology expert Ian Ross reveals the exact framework he uses to help clients raise millions in capital without pressure, resistance, or awkward sales tactics. The VIVID framework (Vision, Identify gaps, Validate concerns, Impact of inaction, Decision) transforms capital raising from a series of disconnected pitches into a psychologically sound process where investors feel the decision to invest was their idea all along.

The most powerful revelation? Resistance in sales conversations typically comes from investors feeling pushed, ignored, or misunderstood. By reframing how you communicate, you can create genuine urgency without sounding desperate or triggering defensive reactions. As Ian explains, "The numbers are just the sprinkles on the ice cream—no one goes to an ice cream store just for sprinkles." People invest based on emotional connection first, with the financial projections merely supporting that decision.

Beyond the psychology, Ian shares practical applications of his framework specifically for fund managers and capital raisers. From creating vision-driven conversations to helping investors self-identify gaps in their current strategy, you'll learn how to guide prospects toward commitment without ever feeling like they're being "sold."

If you've ever felt that lump in your throat before a pitch call, wondered why someone ghosted you after expressing interest, or been frustrated when your amazing opportunity doesn't translate into wired funds—this episode will completely transform your approach to investor communications. Your edge in the capital game isn't just what you offer—it's how you communicate it.

Send us a text

Some stories don't just inspire—they provide the exact blueprint you need to follow. Igor Shaltonov's journey from Moscow to multimillion-dollar fund management is exactly that kind of story.

Picture this: A professional water polo player from Russia with a law degree lands in Manhattan Beach, California, on a November day. While Moscow suffers through minus 10-degree weather, Igor watches kids playing barefoot on the beach in 70-degree sunshine. That moment cracked something open inside him—a realization that he'd been missing possibilities his entire life.

What makes Igor's story so compelling isn't just the dramatic change in scenery. It's how he built his success on fundamentals rather than credentials. Without hedge fund experience or an elite MBA, Igor methodically created wealth by focusing on what he calls "the next right thing." First in youth sports (he and his wife built a successful basketball academy), then in real estate, and finally in fund management with A Vista Funds, which now manages hundreds of millions across multifamily housing, land development, and organic food companies.

The wisdom Igor shares cuts through the noise of typical investment advice. Rather than chasing flashy returns, he focuses on consistency and risk management. His philosophy—"everybody has a dollar, but nobody invests it"—highlights that success doesn't require enormous capital, just persistent action. When the 2022-2023 market downturn devastated real estate portfolios, Igor pivoted brilliantly, moving from interest rate-sensitive investments to land entitlement deals and private credit positions. This adaptability helped his investors thrive while others struggled.

Perhaps the most valuable lesson from Igor's journey is his approach to teaching investment principles. He allows his children to lose money on risky investments early so they learn valuable lessons while the stakes are low. This same careful, educational approach extends to how he manages investor capital—focusing on preservation first, then strategic growth.

If you're looking to build wealth through funds or real estate but lack traditional credentials, Igor's path offers a proven alternative: consistent action, strategic diversification, and the discipline to avoid uncontrollable risks. Want to learn from someone who raised $18 million in his first year not through connections, but through competence? This conversation is your masterclass.

Send us a text

What if your biggest limitation became your greatest advantage? Shomel Malik turned Islamic finance principles into a capital-raising superpower, building a real estate portfolio worth over $75 million without using a dollar of traditional debt.

This eye-opening conversation reveals how conviction and creativity can transform fundraising. Born in Pakistan and raised in New Jersey by a father working three jobs, Shomel abandoned the expected path to medicine and forged his own entrepreneurial journey. After cutting his teeth in multi-level marketing (where he gained invaluable speaking and sales skills), he found his calling in real estate during the 2008 financial crisis.

The magic of Shomel's approach lies in how he structures deals. Rather than seeing Islamic prohibitions against interest as a limitation, he developed an equity-sharing model that resonates deeply with Muslim investors who often keep substantial capital in non-interest-bearing accounts. This created a powerful niche - instead of competing with countless operators for traditional capital, he became the go-to expert for faith-conscious investors seeking halal investment opportunities.

Shomel shares his exact LinkedIn strategy for generating investor interest, his approach to hosting compelling investor events, and why he believes you should never "panhandle" for money. His mindset flips traditional capital raising on its head: "I'm not begging for your investment; I'm offering you an opportunity."

Perhaps most powerful is Shomel's reflection on a $20 million mistake. By selling properties outright rather than maintaining equity positions, he missed the massive appreciation that followed. This painful lesson shaped how he structures deals today, ensuring his investors and his company both participate in long-term wealth creation.

Whether you're raising capital, building a business aligned with your values, or simply seeking inspiration from someone who chose principle over expediency, this conversation will challenge your assumptions about what's truly possible in real estate investing.