So we're a single family office, but we like to see ourselves more as a real estate platform.
We invest on both the equity and the debt. So we're essentially lenders, but we're also asset
owners. And the way we've designed our platform is to always be able to take opportunities of
different market cycles. So Dan mentioned multifamily. So what we've been doing actually for the
past about 14 months is buying non-performing loans on multifamily because they're hitting renewal
walls. It's a struggle. And for us, we're acquiring assets below replacement costs for 50,
60 cents on the dollar. That's a unique position to be in if you're well capitalized to go in and
be able to acquire the assets. that doesn't actually make you any money unless you're able to
operate. So your ability to execute on a plan and turn the asset around is what makes you the
money. So I believe in processes. And for some of you who've been to any of my previous talks,
I focus a lot on systems, processes, and discipline. I think just like... any other success you
will find in life anything you do in business requires a lot of discipline you need to be extremely
disciplined about how you operate your business so for all the operators and asset managers out in
the room here the way we've built our business the way we've built wealth is we've built systems
processes and we were super diligent about it it's hard just like going to the gym it's hard but it
pays off you stay healthy um and that's an investment so for me that's your business hygiene um
what are we investing in we're investing in debt heavily we're about 60 in debt um placements so
we're lending money we are also rolling up debt platforms so we're buying other lenders we're
buying mortgage brokerages we're buying origination platforms credit shops so we're we're in
acquisition mode because that drives our selectivity on what we lend on the the other thing we're
investing in is taking direct real estate positions so where we can control the asset so we will do
co-GPing, we'll do a little bit of GP stakes, but it's all in the real estate world.
So that's why we see ourselves more as a holistic real estate platform and that's what we're
investing in. I think the key takeaway from my point of view to people in the room is that the
market is very tough and it's very difficult to be raising money in today's environment. But we're
also dealing with unprecedented economic conditions. So your understanding of where the allocation
strategy is going with the investors you're trying to raise from and an understanding of what
they're allocating to is crucial because in a lot of times I we get a ton of pitches every day like
I kid you not we get maybe 10 20 emails every day flowing in and most of them don't even pass
triage the reason is nobody's actually investing the time to understand what they're presenting us
with if someone knows that we're fully vertically integrated real estate platform.
There's no point in sending us a fund pitch if you're going to be delivering 12% return because
we're hitting 30. So it doesn't make any sense, right? But if you're sending us a platform that's
actually a good candidate for acquisition because they're a strong operator, they're on the verge
of growth, then you've actually found something that could be a potential fit for what we're
looking for. But the lack of understanding of what we look for and not investing the time up front
to actually spend the time the effort to zero in who is my ideal investor what are they looking for
and then designing that box and going after that specific profile whereas that's shooting blind
like at the event right i got you gotta know your investor more better than your girlfriend if you
want to make money absolutely like you got to know what what they're trying to do here and i guess
like most of the allocators have got what 20 30 messages before being on stage today like most of
people the thing is the successful ones the ones that i've done business with here at this through
this platform with family office club and other platforms are people who are actually invested a
few months of learning what we do talking to our team running deal scenarios and saying does this
make sense does does this structure work and those are the people we've ended up doing business
with but the blind sort of pitch doesn't really work well uh from my personal point of view it also
lacks the trust element but i think it's also the alignment you're in a market where it's money is
very scarce allocation is becoming more difficult economic conditions are becoming more difficult
exactly right down the swing so that's what people are looking for if you're asking what are we
allocating to But invest the time to understand what the buy box looks like and what we're
allocating to. And that would make it significantly easier for both sides. We're looking to make
money. We want to deploy capital. It's just a matter of what are we deploying to and is it a good
fit or not.
Thank you. And I think that's a great point and why it's important to invest time in building those
relationships. And if you're raising capital, it may seem like a daunting thing to say,
oh, I need to build the relationship to a certain level of depth with every potential investor,
whether they may invest in me now or not. But it does pay off if you pay it forward.
And I can't tell you, just as the others experience, how many people message me on LinkedIn or get
in touch in some other way. And one of the things that tells me that I should ignore their message
is they didn't send me a connection request. Or we're not already connected as if they're just
using up their in mails or whatever to send me a message But they haven't really looked at my
profile and they haven't said connect or request to connect That tells me they don't really know
who I am. So well before you thirsty. Yes, that's right. That's right.
So So I think that's great advice Hi, I'm Richard C. Wilson. Our community has closed over $1
billion of transactions. We have over 16 million registered members across 100 plus LinkedIn
groups. And I own billionaires.com and run Family Office Club. Over 19 years,
we've hosted 300 live events. I've built 50 of our own AI tools. And between the billionaires I've
interviewed... Distant to millionaires who have spoken on stage and over a thousand
decamillionaires who have presented, we've found there's three things that really can build your
wealth. Proximity, super intelligence, and scale. That's exactly what we provide at Family Office
Club. We host 30 events a year, including five large summits for wealthy founders and investors.
dozens of workshops and masterminds, including 12 artificial intelligence laptops out
implementation workshops. So you leave with AI implemented. To learn more,
please go to familyoffices.com. And I look forward to personally meeting you at our next live
event.