IGF Sales Agent MasterClass (SAM)

We are pleased to announce a 3-module Sales Agent MasterClass (SAM) to be held on March 6, 13 and 20, 2025, each session two hours including plenty of time for Questions & Answers. There is no cost, but please read carefully the required Sales Agent qualifications, summarized above.

Impact Guarantee Fund (IGF) supports the alternative investments of In3 Capital Group. SAM offers a low-risk way to learn more about the Sales Agent role, network, and gain certification, which if successful provides substantial compensation as well as the rewards of making a positive difference, from job creation to de-carbonizing key sectors, taking steps toward a better, more sustainable future.

Why attend this MasterClass?

IGF offers a unique opportunity to work with asset owners you can reach, such as underperforming buildings such as US office buildings, Investment Tax Credits, illiquid or distressed assets.

The goal is to prepare to invite asset owners to leverage (pledge or “hypothecate“) any available non-cash assets for a relatively short period (usually 12-24 months) that would result in substantial long-terms benefit.  To be clear, this is not a loan guarantee — there is no loan that needs a guarantee. So, to “make the ask” will first require that both you and the asset owner understand quite well what they are agreeing to do, including the risk/reward profile, … but the first step is learning to pitch the opportunity in brief then asking if they would like to explore it further. 

Participation will also enable you to meet the IGF team, experienced In3 Affiliates, as well as colleagues that are walking on a similar path as yours. The Commercial Real Estate (CRE) sector is one of just a few that seems ripe for solutions, having recently lost ~11% value in the US, the worst dip in 50 years.

How is the MasterClass organized?

Detailed understanding of how to respond to questions or objections is not required, though that knowledge and skillset will be covered in this program.

• Module 1: The course delves into why this fund is needed, how it works, and who benefits – clarifying particular use cases for such well-proven financial instruments as the Standby Letter of Credit (SbLC) backed by assets, not cash – as well as an exercise that helps you fully grasp the opportunity, understand target audience motivations, and identify asset owners who may wish to consider exploring this further.  Practice the basic pitch.
• Module 2: Go deeper by practicing teasing out and handling objections. Asking and answering questions does depend on whether or not expressed concerns or objections need to be addressed. This is about getting past “maybe” to arrive at a clear “yes” or “no” — an informed decision to explore this further (or not) — which comes down to the art of the “Trial Close”. Will also explore regulatory “guardrails” — do’s and don’ts.
• Module 3: Your plan for success. These 3 modules build on one another, but the last one culminates the prior two with a focus on Practice Management — identifying and evaluating leads (examples by type, also known as “selling scenarios”), keeping track of who you have contacted and their stage or status in the sales pipeline, and other best practices. An exit quiz offers further fine-tuning opportunities.

SAM will be geared toward those who are reasonably well qualified as Sales Agents (refer to the Sales Agent Job Description or PDF download).

In3 Capital Partners has already identified and fully vetted at least $4B in ready-to-fund mid-market impact projects. So, how would you know if you have what it takes to succeed in this exciting, highly rewarding role?

The short version: those who will succeed at the CSA role uphold a 3-legged stool…

1. Consultative Selling Skills — the ability to ask questions and elicit honest answers from someone who is otherwise qualified to participate. Not the traditional sales approach, but uses a softer, more facilitative approach, mixed with testing the waters with trial closes.
2. Access to Asset Owners — minimum $5.25m cash or $10m asset value, which can be aggregated (the purpose of the IGF itself is to form a syndicate of diverse asset owners to back project funding we have already arranged). See list below of 5 known types of asset owners.
3. Impact Capital Affinity — it helps to speak the same language as your asset owner prospects, and if they happen to value “impact” projects, and their ability to help achieve certain UN Sustainable Development Goals (SDGs), that’s even better. This last leg is not essential for your success, but we have a mission and purpose that delivers more than just cash income through our collective efforts.

Seems that those who care about having an impact will have more than one reason to take advantage of the opportunity to use assets as a guarantee for “showcased” impact projects we present to them. Not saying their impact affinity is a requirement – they may just want to earn some extra cash through IGF participation, which is fine, too.  But to become a CSA, it really does matter if you are on board with the UN Sustainable Development Goals.

What types of asset owners will want to take advantage of this opportunity?

Access to asset owners, breaks into a set of near-term and longer-term asset owners by type, starting with those who have the most “market pain” and then gradually branching out (if or as necessary) to those who have an affinity for IGF’s mission of helping accelerate key UN Sustainable Development Goals (SDGs), as follows:

• Distressed assets such as office buildings — increased post-Covid telecommuting has resulted in low occupancy rates. Rather than selling such holdings (potentially at a loss), why not earn extra income while in transition to a more permanent solution?
• Investment Tax Credits (ITCs) such as US IRA Section 48c, based on 30% of qualifying expenses for (mainly) US renewables projects.
• Seeking a new method of repatriation of funds: A wealthy person or company that seeks to expatriate money outside their country or “repatriate” (bring money back), such as India, where the government controls how much cash can be removed at one time, different for residents of the country vs. non-residents. Funds repatriation for asset owners in India, for example, is the process of transferring funds from an Indian account to a foreign bank account, a crucial aspect for Non-Resident Indians (NRIs) managing financial assets in India.
• Retirement Income vehicle — a wealthy person or company that’s getting close to retirement that wants to establish something like an annuity – though, to be clear, we’re not offering a formal annuity product (they are regulated differently), though we do have access to financial advisors who offer them. IGF is an alternative method of generating liquidity by including private, In3-funded project security in retirement or pension fund portfolios.
• Illiquid assets such as fine art, gemstones, nickel wire, or many others, can be pledged (hypothecated) as a type of short-term collateral for securitized CAP investments.

If interested in attending this next MasterClass, or any subsequent deliveries, please be in touch with any questions, or send your resume and cover letter to [email protected] to apply online (you will need to respond to a confirmation Email once you apply). Questions? Be sure to first read the Sales Agent Job Description then fire away!