How can investors get deal flow before competitors?
Short answer: Richard C. Wilson says investors can focus on one or two niches, build a list of closely matched companies, and contact owners directly. He also gives an example of a Wiley book deal that made family offices more willing to speak at his event, while LinkedIn groups brought more deal flow and investor flow. In his account, one distribution channel can feed another.
At a Family Office Club event, Richard C. Wilson explains ways investors can build deal flow through focused outreach, positioning, and distribution.
Richard C. Wilson on targeted outreach
He describes choosing a niche and region, then building a list of 100 closely matched companies. He says to set criteria, have an assistant build the database, and send a short email to each company's CEO. (at 9:33)
Richard C. Wilson on positioning
He says a clearly named position, such as a family office focused on dry cleaners, tells people what deals to send. He says this can help make an investor the first person they think of for that kind of opportunity. (at 13:37)
Richard C. Wilson on strategic choke points
He describes a choke point as an asset that can make it hard for others to compete once you obtain it. He says investors can look for friction such as limited deal flow, investor access, or information, then consider building or acquiring something that addresses it. (at 4:09)
Richard C. Wilson on acquisition outreach
He says investors handle replies and calls from targeted companies themselves. In one process his group ran, it targeted 370 potential acquisitions. He spoke with 70, found eight at investable valuations, and completed a couple of transactions. (at 11:49)
"If you get to see deals first, exclusively or at a better valuation, you're probably going to do amazingly well."
From Richard's exclusive Billionaires.com interviews
Lessons from Richard C. Wilson's one-on-one interviews, as published on each interview page.
- 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.
- Serg Bell: Success comes from many decisions. He does not see business as one winning bet. He sees it as a long game, like poker or bridge, built on many smart choices over time.
- Tim Draper: Make your customers your sales force. Hotmail put a message at the bottom of the screen inviting people to get free email. It spread to 11 million users.
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Frequently asked questions
How can investors get deal flow before competitors?
Richard C. Wilson says investors can focus on one or two niches, build a list of closely matched companies, and contact owners directly. He also gives an example of a Wiley book deal that made family offices more willing to speak at his event, while LinkedIn groups brought more deal flow and investor flow. In his account, one distribution channel can feed another.
What referral example did Richard C. Wilson give?
A CPA referred 43 investors to a member who was in the real estate space.
Can targeted outreach lead to later conversations?
Some owners followed up when they were ready to sell.
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.