How can investors earn family office attention and close deals?
Short answer: Richard C. Wilson says useful contact can change how a family office responds. After several months of sharing ideas and making an introduction, he had direct attention and the family was open to proposals that were more creative than a cold pitch.
In a Family Office Club podcast talk, Richard C. Wilson shares strategies for investors and people raising capital to close deals.
Richard on compelling deal features
Richard says to focus on investments with two or three compelling features. He says increasing high quality deal flow gives investors a stronger set of deals to choose from. (at 0:35)
Richard on choosing a niche
Richard says to specialize in one business model or one to two niche areas, including valuation, due diligence and co-investors. He also recommends finding niche groups of business owners, asset owners and investors. (at 3:47)
Richard on adding value before an offer
Richard says to educate people and add value before selling. He describes sharing an efficiency idea with a family office, then connecting the family with another client. The family office then agreed to consider working with him. (at 8:50)
Richard on visuals that build context
Richard recommends sharing an introduction video and visuals of your team and value adding process. He says people understand information faster visually than through audio or text alone. (at 7:56)
Richard on aligned deal terms
Richard says investors should look beyond standard fees and structure deals to be more aligned. He suggests improving on the industry norm without making terms so creative that they scare people away. (at 11:08)
"Educate don't sell when you meet with somebody add value first"
From Richard's exclusive Billionaires.com interviews
Lessons from Richard C. Wilson's one-on-one interviews, as published on each interview page.
- Anu Aga: Focus on one main cause. Her family found its giving more satisfying and impactful once it chose primary education for the underprivileged in India.
- Binod K. Chaudhary: Never chase a deal out of desperation. Stay cool and look at every part of the deal. Have your advisers and your finance team review it critically. Your counsel should review it too.
- Larry Connor: Learn from every mistake. Larry's team owns its failures and makes no excuses. They learn, change quickly, and keep getting better.
See the data
Frequently asked questions
How can investors earn family office attention and close deals?
Richard C. Wilson says useful contact can change how a family office responds. After several months of sharing ideas and making an introduction, he had direct attention and the family was open to proposals that were more creative than a cold pitch.
What does Richard mean by building an investor funnel?
Richard says to use speeches and digital assets to attract either deal flow or capital, depending on which side of a deal you are on.
What example does Richard give of thought leadership?
Richard says Brian Burke told him that writing a book added value for investors and was a big part of how he raised equity.
Sources
Quotes are copied from the video captions and checked against the transcript. Timestamps link to the moment in the video. General information only, not legal, tax or investment advice.