Capital Raising Mindset: How to Approach Investors

Richard C. Wilson speaks directly to viewers in the opening module of his capital raising series.

Richard C. Wilson introduces a module about the mindset he believes supports successful capital raising. He describes principles for how a sponsor approaches investors, communicates, and presents an opportunity. He draws on examples from his own business dealings to make those principles concrete. The video serves as an opening overview before later modules turn to more tactical topics.

In this video: Richard C. Wilson (Founder of the Family Office Club)

What they said

1. Richard on a compelling case. Richard says investors should have two or three reasons to lean forward, such as a sharp strategy and a strong team. A deal can be strong while its structure still falls short. (at 2:50)
2. Richard on investor expectations. Richard says sophisticated investors may see thousands of deals a year, while some early stage capital raisers may see about 1,000. He cautions that a deal that looks strong to its sponsor may not look as strong to an investor. (at 2:21)
3. Richard on email presentation. Richard argues that a Yahoo email address signals a lack of care in presentation. He says an investor's time is worth more than the $8 he says it costs to set up a professional domain name. (at 3:19)
4. Richard on applying knowledge. Richard cites his mentor Dan Sullivan's distinction between specialized knowledge and worthless knowledge. He urges viewers to look for ways to apply what they learn to their business and investor outreach. (at 3:48)
5. Richard on small advantages. Richard says a sponsor may not need to outperform every competitor by a wide margin. In his view, a small advantage can affect how investors divide an allocation among opportunities. (at 4:41)

In their words

"When we purchased billionaires.com, we followed up over 12 years, every two to four months"

Why it matters if you are building or preserving great wealth

Richard's doctor community deal makes patience measurable: he says 120 emails over 14 months preceded a deal at $400,000 instead of $3 million.