The Private Equity Podcast, by Raw Selection The Framework Every Private Equity Investor and Operator Needs in the Tool-Kit with Sam Bendix
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May 20, 2025 Sam Bendix, a partner at Chicago Pacific Founders, shares his innovative framework for capital raising through motivational interviewing. He elaborates on how this method effectively uncovers investor motivations without the hard sell. The discussion includes engaging investor interactions, refining hiring practices, and managing relationships with limited partners. Sam emphasizes the importance of structured conversations to establish rapport and clear next steps, plus a real-life case where this approach secured crucial interest. His insights promise to reshape how investors think about engagement.
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Origin of Motivational Interviewing Framework
- Sam Bendix learned motivational interviewing from his wife, a clinical dietitian, to understand personal motivations better.
- He adapted it to investor relations to uncover genuine reasons and qualifications without hard selling.
Four Stages of Motivational Interviewing
- Use the four stages: Engage, Focus, Evoke, and Plan to build trust and clarify goals.
- Always end meetings with clear next steps to ensure commitment and progress.
Successful Capital Raise Story
- Sam raised infrastructure capital for a real estate strategy using motivational interviewing.
- By exploring investor goals and objections thoughtfully, he secured a significant first-of-its-kind investment.
