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Now more than ever public shell predators are out in full force taking advantage of CEOs and corporate executives who need to go public in order to gain more influence in the marketplace, raise capital, grow through acquisition and bring on prize executives with share ownership.

Many uninformed board members and ‘C’ level executives who take the route of a reverse merger fall prey to shell selling hoodlums who retain a sizable portion of the company after transfer as well as cover up liens, free trading shares and other issues that will have a tragic effect on the new owners of this shell that will soon crumble after the merger is complete.

Another issue that reverse mergers have is that the original investors in the entity want out and the second the stock price achieves even the most modest of gains it will virtually immediately plummet due to the original shareholders liquidation of their shares. This liquidation will typically take the company into the black hole of no return as the share price will never rebound and the once profitable company is now a tumbling house of cards.

I’m not saying that reverse mergers can’t work. There are some solid firms out there who set up quality shells for reverse merger activity but before proceeding with a merger, one should contract with a solid corporate strategies consultant for references and industry insider information.

Customized filings, on the other hand, have fewer draw backs but there are still problem areas. In taking a company public via direct filing one should choose a firm with a solid track record for rapid completion of the s1 comments phase and FINRA approval. The third party audit should be done by a firm proven in completing this solution in a timely manner. Most lawyers and consulting firms take 10 to 12 months to take a corporation public on the OTCBB. But there are some elite, turn-key ‘Go Public’ facilitators that do so many of these transactions that it will only take 3 to 4 months for the entire process.

At the end of the day both reverse mergers into public shells and customized, direct filings are viable options for achieving a public trading symbol and raise capital and all the other pros and cons that come and go with having a public entity but before moving forward one should be well read and in the know of the good, the bad and the ugly with both routes.

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Discovering the ‘thumbscrews’ of investors is crucial to getting them to take action. In over a decade of dealing with global investors there are several elements that I’ve discovered to be universal truths about the mind of the private investor (angel investor, accredited investor).

When talking to an investor for the first time, it’s more important to listen than to speak. It’s more important to ask questions than answer them. It’s more important to discover their needs and wants than to exclaim your own. Your first conversation with an investor should be all about piercing the armor and finding the trigger points that prompt a reaction that gets to the center of their ‘childlike’ state.

What I mean by this is, investors, just like anyone else, has insecurities that are rooted in their childhood and what they are outwardly today, is typically a polar opposite of what they are on the inside. For example, an arrogant, chest beater seems proud and obnoxious on the outside but the reality is that they are over compensating for an insecurity that is rooted in an individual or collection of childhood incidents.

Maybe they were made fun of as a child, maybe they’re father was verbally abusive, maybe their teachers would single them out in class opening them up to playground mockery. When talking to these individuals it’s important to listen to their voice and intonation when the conversation topic changes. Take notes on their psychological adjustments to the conversation. After you feel you have discovered the triggers that induce the ‘pleasurable’ responses, end the call, and set your second phone appointment with them.

On that second call, you want to have your conversation ready to go using the triggers you found in the first conversation. Play off of those insecurities that you found, become their best friend without being chummy but it is your mission on this call to be the “guy that understand me” to the investor. You want the overall tone of this conversation to have the response from your target along the theme of, “wow, this guy gets me” , “I can see investing in this company”.

By using this method and not coming across as ‘fake’, you have become an investment opportunity and a shrink all rolled into one. You want to be the one person that this investor can lower his guard to because everything he says, you seem to be the one person who understands him at his deepest level. You seem to naturally be tuned into his insecurities, emotions, needs and wants. Sound strange? Try this out on the next investor you talk to, I guaranty you will be shocked with the results.

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