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Finance & Accounting Investing & Trading Hedge Fund

Persuasion in Hedge Funds/Private Equity/Investment Banking

Influence weapons to use raising from allocators when managing hedge funds or private equity - or in investment banking.
Rating: 4.6 out of 54.6 (30 ratings)
2,369 students
Created by Vasco Patrício
Last updated 3/2021
English
English [Auto]
30-Day Money-Back Guarantee

What you'll learn

  • How to use powerful influence weapons with prospective investors and the team members they manage
  • How to more easily raise millions of dollars in committed capital from investors - retail and institutional

Requirements

  • Have a basic knowledge of capital raising (fees, general process)
  • Have a basic knowledge of people management (salaries, bonuses, hiring, etc)

Description

Learn 56 state-of-the-art elite persuasion and influence techniques from my 5 years of influence and performance coaching of top hedge fund managers, private equity and venture capital GPs, other asset managers and investment banking professionals in all different types of institutional sales and investor relations situations. I'm a 2x MIT-backed entrepreneur turned persuasion psychology coach who has worked with (and made better negotiators of) different profiles, and this course is for you if you're seeking to improve your influencing, for professional selling or just know more about how to win friends and influence people.

Who This Course is For
- Billion-dollar AuM managers of hedge funds trying to raise capital from allocators;
- Fund managers trying to lead their team better (convince analysts and PMs to do things they don't want to);
- Investment banking professionals trying to pitch hot deals to corporate or PE buyers (or manage their talent);
- Any investment professional that aims to become a fund manager in the future, manage investment and research teams, and manage institutional capital;

This course is going to help you optimize your influence capability throughout all the five stages of influence:
- Pre-Framing (establishing your positioning, reputation and authority before the person even comes to you);
- Priming (qualifying and filtering your targets so they become more influenceable);
- Contact (truly connecting and understanding the other side);
- Disarmament (provoking, weakening an destroying objections the other side may have);
- Constriction (providing final incentives to close the person);

Throughout my experience in persuasion psychology coaching and training for influencing, I've compiled a framework with my most elite persuasion and influence techniques to use for influence, and I'll share all of them with you on this course. Besides just pure influence and technique, there are multiple bonuses included to help consolidate these influence lessons.

These techniques use similar psychological principles leveraged by persuasion scientists and master salesmen. You will see many techniques similar to Robert Cialdini's, Chris Voss's and/or Grant Cardone's, for example, but these will be the deeper, more general psychological persuasion elements (don't be scared by the "general" - we will apply them and explore very specific applications of these, for example raising capital from allocators as a hedge fund manager, negotiating a side letter provision as a private equity GP, or pitching a hot deal as an investment banker). Field-tested and proven in the most extreme situations.

Not only will you know about each one of the 56 techniques presented, I will walk you through specific applications of these, and even how to counternegotiate when others use them against you.

What This Course IS
- An advanced, deep compendium of elite influence techniques that can be applied in multiple contexts, explained in-depth and with examples;
- An encapsulated, flexible reference course. Although the techniques gel well together and make up a bigger picture, you can watch any module - or even any specific technique - without knowledge of the others, and it will stand on its own. You can consider it a buffet of techniques. You can go through the whole thing start to finish, or pick and choose here and there. It's all up to you.

What This Course IS NOT
- A technical sales course. I will NOT tell you about the types of money management fees, HR structures, or others. I will not go in deep on hedge fund/private equity money management agreements (although we'll touch on them) or investment banking pitch decks. This course is about person-to-person persuasion principles. Sure, applied in technical situations, but still about the persuasion principles themselves;

-------------------------

BEFORE YOU BUY:
- IMPORTANT DISCLAIMER: I have multiple courses on influencing for different verticals. Make sure that you purchase the right one for your specific vertical! If necessary, visit my profile (or check the section at the bottom) to make sure that you are selecting the most correct course;
- Make sure to make use of the "preview" feature to watch a couple of videos and tell whether this is really what you're looking for;
- Instead of being persuaded by how I'm selling the course, ask yourself what your influence goals are, and only then check if this course really is what you want or not (although you always have the possibility of a refund under Udemy's terms, I don't want you to potentially waste your money on something that won't be a fit);

Do you want to up your persuasion and influence skills? Does this seem like a good course to assist you? I'd be delighted to have you. Let's meet on the inside.

-------------------------

EXISTING KINGMAKER INFLUENCE COURSES

There are currently 4 different variations of this course, focusing on persuasion psychology, persuasion skills, negotiation skills and influencing in general. These are 1 base version + 3 specific ones, all based on my Kingmaker Influence framework:

- The Ultimate Persuasion and Influence course is the base version, with a description of the core techniques and no specific use cases;
- The Persuasion in Hedge Funds/Private Equity/Investment Banking course contains all base version materials, plus the two use cases of Asset Management and Executive/Board Relations;
- The Persuasive Business Communication Skills course contains all the base version materials, plus the two use cases of Executive/Board Relations and Talent Management;
- The Real Estate Agent Training in Persuasion and Influence course contains all the base version materials, plus the use case for Real Estate Agents;

-------------------------

Who this course is for:

  • Hedge fund managers and asset managers that need to raise capital
  • Hedge fund managers and asset managers that need to convince their team members to do something (especially if they don't want to do it)
  • PMs or analysts that aim to be fund managers further in their career, wanting to raise capital and/or manage teams themselves
  • Anybody in the asset management space that wants to sell or persuade more easily

Course content

11 sections • 282 lectures • 10h 13m total length

  • Preview01:42
  • Disclaimers and Course Structure
    08:19
  • All 56 Techniques
    09:56
  • A 7-Star Course
    03:53

  • Intro
    03:01
  • Pre-Framing: Diagnostic
    04:00
  • Priming: The Code of Conduct
    01:52
  • Contact: The D.I.S.C. Personality Types
    07:11
  • Disarmament: "UP" Answers
    02:43
  • Constriction: Implementers
    04:46

  • Preview02:58
  • Preview02:22
  • Exclusivity: Limited Access
    03:04
  • Exclusivity: Limited Access in AM
    01:09
  • Exclusivity: Limited Access in EBR
    00:45
  • Exclusivity: Specialization
    04:16
  • Exclusivity: Specialization in AM
    01:45
  • Exclusivity: Specialization in EBR
    01:42
  • Exclusivity: Secrecy
    02:33
  • Exclusivity: Secrecy in AM
    01:15
  • Exclusivity: Secrecy in EBR
    00:53
  • Authority: Intro
    01:52
  • Authority: Diagnostic
    04:00
  • Authority: Diagnostic in AM
    01:18
  • Authority: Diagnostic in EBR
    01:04
  • Authority: Non-Attachment
    02:44
  • Authority: Non-Attachment in AM
    00:47
  • Authority: Non-Attachment in EBR
    01:02
  • Preview03:30
  • Preview01:15
  • Authority: Adversary Transparency in EBR
    00:45
  • Authority: Displayed Authority
    03:18
  • Authority: Displayed Authority in AM
    01:22
  • Authority: Displayed Authority in EBR
    01:00
  • Authority: Social Proof
    03:16
  • Authority: Social Proof in AM
    01:49
  • Authority: Social Proof in EBR
    01:01
  • Characterization: Intro
    03:08
  • Characterization: Eliciting
    02:05
  • Characterization: Eliciting in AM
    01:18
  • Characterization: Eliciting in EBR
    01:21
  • Characterization: Embodiment
    03:42
  • Characterization: Embodiment in AM
    01:44
  • Characterization: Embodiment in EBR
    01:04
  • Characterization: Polarization
    03:15
  • Characterization: Polarization in AM
    01:47
  • Characterization: Polarization in EBR
    01:28
  • Paradigm
    03:19
  • Paradigm in AM
    01:31
  • Paradigm in EBR
    01:08
  • Outro
    02:23

  • Intro
    02:54
  • Money
    03:25
  • Money in AM
    00:38
  • Money in EBR
    01:18
  • Effort: Intro
    03:31
  • Effort: Rigidity
    03:25
  • Effort: Rigidity in AM
    01:11
  • Effort: Rigidity in EBR
    01:42
  • Effort: The Home Advantage
    01:52
  • Effort: The Home Advantage in AM
    00:55
  • Effort: The Home Advantage in EBR
    01:00
  • Effort: Initiative
    02:04
  • Effort: Initiative in AM
    01:30
  • Effort: Initiative in EBR
    01:23
  • Effort: Obstacles/Testing
    02:21
  • Effort: Obstacles/Testing in AM
    01:09
  • Effort: Obstacles/Testing in EBR
    01:02
  • Preview01:55
  • Preview01:28
  • Effort: Indoctrination in EBR
    01:12
  • Effort: Escalation of Commitment
    02:42
  • Effort: Escalation of Commitment in AM
    01:12
  • Effort: Escalation of Commitment in EBR
    01:00
  • Effort: Code of Conduct
    01:52
  • Effort: Code of Conduct in AM
    01:26
  • Effort: Code of Conduct in EBR
    01:03
  • Desire
    03:59
  • Desire in AM
    01:43
  • Desire in EBR
    01:05
  • Characteristics
    02:25
  • Characteristics in AM
    01:20
  • Characteristics in EBR
    00:38
  • Physiology
    02:31
  • Physiology in AM
    01:21
  • Physiology in EBR
    01:04
  • Outro
    03:03

  • Intro
    02:32
  • Empathy: Intro
    02:30
  • Empathy: Statements of Empathy
    03:03
  • Empathy: Statements of Empathy in AM
    01:16
  • Empathy: Statements of Empathy in EBR
    00:39
  • Empathy: D.I.S.C. Personality Types
    07:11
  • Empathy: D.I.S.C. Personality Types in AM
    01:46
  • Empathy: D.I.S.C. Personality Types in EBR
    01:05
  • Empathy: Confirmatory Mirroring
    03:31
  • Empathy: Confirmatory Mirroring in AM
    01:10
  • Empathy: Confirmatory Mirroring in EBR
    00:40
  • Empathy: Past Implementation
    02:18
  • Empathy: Past Implementation in AM
    00:55
  • Empathy: Past Implementation in EBR
    00:42
  • Identity Labeling
    05:58
  • Identity Labeling in AM
    01:14
  • Identity Labeling in EBR
    00:56
  • Reciprocity: Intro
    01:58
  • Preview04:10
  • Preview01:00
  • Reciprocity: Giving in EBR
    00:35
  • Reciprocity: Personal Touch
    02:21
  • Reciprocity: Personal Touch in AM
    00:57
  • Reciprocity: Personal Touch in EBR
    01:07
  • Reciprocity: Return Timing
    02:06
  • Outro
    02:30

  • Intro
    02:45
  • Common Objections in AM
    01:20
  • Common Objections in EBR
    00:50
  • Provoking: Intro
    02:44
  • Provoking: Exclusion Confirmation
    02:13
  • Provoking: Exclusion Confirmation AM
    01:11
  • Provoking: Exclusion Confirmation in EBR
    00:40
  • Provoking: Negative Anchoring
    03:11
  • Provoking: Negative Anchoring AM
    01:22
  • Provoking: Negative Anchoring in EBR
    00:49
  • Provoking: Starting with the Negative
    02:13
  • Provoking: Starting with the Negative AM
    01:07
  • Provoking: Starting with the Negative in EBR
    00:49
  • Provoking: Preemptive Labeling
    04:22
  • Provoking: Preemptive Labeling AM
    01:03
  • Provoking: Preemptive Labeling in EBR
    00:44
  • Provoking: Adversary Transparency
    02:52
  • Provoking: Adversary Transparency AM
    01:58
  • Provoking: Adversary Transparency in EBR
    00:58
  • Weakening: Intro
    03:04
  • Preview02:08
  • Preview01:08
  • Weakening: The Possibility Shuffle in EBR
    00:45
  • Weakening: Value Identity Contradictions
    02:23
  • Weakening: Value Identity Contradictions in AM
    01:19
  • Weakening: Value Identity Contradictions in EBR
    00:59
  • Weakening: Social Identity Contradictions
    03:08
  • Weakening: Social Identity Contradictions in AM
    01:48
  • Weakening: Social Identity Contradictions in EBR
    00:56
  • Responding: Intro
    02:27
  • Responding: UP Answers
    02:43
  • Responding: UP Answers AM
    01:04
  • Responding: UP Answers in EBR
    01:02
  • Responding: Increasing Certainty
    03:19
  • Responding: Increasing Certainty AM
    01:48
  • Responding: Increasing Certainty in EBR
    01:01
  • Responding 5W: Intro
    02:30
  • Responding 5W: Reshaping
    03:10
  • Responding 5W: Reshaping AM
    02:02
  • Responding 5W: Reshaping in EBR
    01:11
  • Responding 5W: Flipping
    04:30
  • Responding 5W: Flipping AM
    01:32
  • Responding 5W: Flipping in EBR
    00:34
  • Responding 5W: Accelerating
    04:43
  • Responding 5W: Accelerating AM
    01:12
  • Responding 5W: Accelerating in EBR
    00:54
  • Responding 5W: Deflecting
    02:02
  • Responding 5W: Deflecting AM
    00:41
  • Responding 5W: Deflecting in EBR
    00:40
  • Preview02:54
  • Preview01:03
  • Responding 5W: Diagnosing in EBR
    00:52
  • Outro
    03:30

  • Intro
    02:27
  • Reinforcing: Intro
    02:32
  • Preview03:23
  • Preview01:11
  • Reinforcing: Streamlining in EBR
    00:53
  • Reinforcing: Implementers
    04:46
  • Reinforcing: Implementers AM
    00:38
  • Reinforcing: Implementers in EBR
    00:43
  • Reinforcing: Intent Labeling
    03:35
  • Reinforcing: Intent Labeling AM
    01:10
  • Reinforcing: Intent Labeling in EBR
    00:36
  • Reinforcing: Future Lock-In
    03:18
  • Reinforcing: Future Lock-In AM
    01:10
  • Reinforcing: Future Lock-In in EBR
    00:48
  • Reinforcing: Progress and Loss
    03:58
  • Reinforcing: Progress and Loss AM
    01:07
  • Reinforcing: Progress and Loss in EBR
    00:46
  • Reinforcing: Presence vs. Details
    02:26
  • Reinforcing: Presence vs. Details AM
    01:19
  • Reinforcing: Presence vs. Details in EBR
    00:55
  • Limiting: Intro
    01:43
  • Limiting: Context Manipulation
    07:05
  • Limiting: Context Manipulation AM
    02:00
  • Limiting: Context Manipulation in EBR
    01:10
  • Limiting: Eliciting Multiple Reasons
    02:38
  • Limiting: Eliciting Multiple Reasons AM
    01:11
  • Limiting: Eliciting Multiple Reasons in EBR
    00:25
  • Limiting: Social Identity Contradictions
    01:42
  • Limiting: Social Identity Contradictions AM
    01:09
  • Limiting: Social Identity Contradictions in EBR
    00:52
  • Limiting: Removing Exits
    03:26
  • Limiting: Removing Exits AM
    01:52
  • Limiting: Removing Exits in EBR
    00:51
  • Outro
    02:09

  • Introduction
    01:54
  • Perception: Intro
    01:58
  • Perception: Baseline Discounting
    04:14
  • Perception: Baseline Discounting in Persuasion
    00:53
  • Perception: Time Discounting
    03:12
  • Perception: Time Discounting in Persuasion
    00:44
  • Perception: Motivation and Confirmation
    04:11
  • Perception: Motivation and Confirmation in Persuasion
    01:06
  • Perception: Self-Serving and Illusion
    04:20
  • Perception: Self-Serving and Illusion in Persuasion
    00:39
  • Perception: Groups and Herds
    03:54
  • Perception: Groups and Herds in Persuasion
    00:49
  • Perception: Depth and Effort
    06:10
  • Perception: Depth and Effort in Persuasion
    01:09
  • Perception: Names and Labeling
    05:20
  • Perception: Names and Labeling in Persuasion
    01:01
  • Behavior: Introduction
    01:12
  • Behavior: Overfitting/Overadjusting
    04:47
  • Behavior: Overfitting/Overadjusting in Persuasion
    00:50
  • Behavior: Moral Blame/Warfare
    03:34
  • Behavior: Moral Blame/Warfare in Persuasion
    00:40
  • Behavior: Loss/Sunk Cost/Endowment
    04:49
  • Behavior: Loss/Sunk Cost/Endowment in Persuasion
    00:35
  • Memorization: Introduction
    01:26
  • Memorization: Salience and Peak-End
    03:42
  • Memorization: Salience and Peak-End in Persuasion
    00:39
  • Memorization: Simplicity and Triviality
    03:58
  • Memorization: Simplicity and Triviality in Persuasion
    00:36
  • Memorization: Familiarity and Exposure
    04:07
  • Memorization: Familiarity and Exposure in Persuasion
    00:36
  • Memorization: Suggestibility/Implementation
    04:29
  • Memorization: Suggestibility/Implementation in Persuasion
    00:41
  • Interpersonal: Introduction
    01:16
  • Interpersonal: Authority and Halo
    03:26
  • Interpersonal: Authority and Halo in Persuasion
    00:40
  • Interpersonal: Attributions
    02:37
  • Interpersonal: Attributions in Persuasion
    00:48
  • Interpersonal: Naive Realism
    04:12
  • Interpersonal: Naive Realism in Persuasion
    00:42
  • Outro
    02:31

  • Introduction
    05:07
  • Confidence
    03:31
  • Persistence
    03:57
  • Activation
    03:16
  • Resilience
    02:04
  • Empathy
    03:10
  • Entitlement
    03:37
  • Summary
    01:24
  • Extra - RIASEC Alignment
    06:40

  • Intro
    02:14
  • D.I.S.C. Fundamentals
    07:11
  • Tools Covered
    01:51
  • Eliciting
    01:49
  • Empathy
    02:04
  • Desire
    03:20
  • The Possibility Shuffle
    02:21
  • Context Manipulation
    02:51
  • Removing Exits
    02:18
  • Outro
    00:51

Instructor

Vasco Patrício
The Executive Kingmaker (MIT-Backed Entrepreneur & Coach)
Vasco Patrício
  • 4.5 Instructor Rating
  • 693 Reviews
  • 40,960 Students
  • 21 Courses

I have what could be considered an unconventional background as a coach. I don’t come from psychology or medicine. In fact, I come from tech. I created two tech startups that reached million-dollar valuations, backed by the MIT-Portugal IEI startup accelerator, afterwards becoming its Intelligence Lead.


After years of coaching and mentoring startup founders on talent management, emotional management, influence and persuasion, among other topics, I started being requested by executives and investors, like venture capitalists, with more complex, large-scale problems.


After years of doing executive work, I started specializing in coaching asset management professionals. With the signing of my first fund manager/CIO clients, I started adapting my performance and influence techniques for purposes such as talent management for PMs and analysts, fundraising from allocators, effective leading a team, and properly assessing talent for compensation/promotion/allocation increases.


I currently provide performance coaching and influence/persuasion coaching for executives and asset management professionals, mostly but not limited to purposes like managing people, leading and closing sales/capital commitments.

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