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Entrepreneur Plus - Short White
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Reel 'Em In Do you have the right bait to entice investors? Get them hooked--and get money for your business--with these tips.

Last month, I said there are three sources of entrepreneurial capital: customers, investors and employees. This month, we'll look at selling to investors.

I first learned how to sell to investors in 1977, when I took a part-time job selling oil and gas tax shelters to rich people. I learned how to prospect for rich people, and in doing so, I found that not all rich people know much about investing, many don't appear to be rich, and most of the really rich are entrepreneurs themselves. This encouraged me to keep learning so I could become an entrepreneur.

Here are five steps that will help you "make the sale" when approaching investors.

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