Even if it is the best deal in the world, unless you’re transparent and communicative and addressing the actual needs of your investors, it doesn’t really matter. Today’s guest is Brian Adams, who is the president and founder of Excelsior Capital, where he spearheads the investor relations in the capital markets arm of the firm.
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He has 10 years of experience in real estate private equity. Prior to forming Excelsior Capital, Brian co-founded Priam Properties, an institutional real estate private equity sponsor, in 2010 and provided leadership and direction for the firm in connection with capital markets, investment management, and investor relations. In this episode, Brian shares his secret to raising capital, and the three things that he realized investors really want. He highlights the importance of raising capital yourself, rather than hiring a third party, and he suggests that we embrace our role as a salesperson. We also discuss networking through LinkedIn, Brian’s biggest mistake in his real estate syndication journey, and how he stands out from his competition. Don’t miss this episode!
Key Points From This Episode:
- Brian introduces himself and explains how he got into private equity real estate syndication.
- Brian’s secret to raising capital was to actually listen and cater to his logical investor base.
- The three things Brian’s investors wanted: Capital preservation, yield, and tax benefits.
- It’s much easier to raise more capital from your existing investors than to go out there and form brand-new relationships, especially during COVID.
- Why Brian thinks it’s a mistake to hire a third-party capital raise rather than doing it yourself.
- Investors don’t care where you went to college – tell them how you can solve their problems.
- Embrace being a salesperson – make the ask, get the yes or no, aim, shoot, and move on.
- Where Brian connected with investors pre-COVID, and how he has embraced LinkedIn now.
- How Brian has used LinkedIn to create the same caliber of networking as he did in person.
- Brian’s biggest mistake in his syndication journey was not focusing on things like investor relations and communication.
- When scaling as fast as Brian did, make sure you understand the business side of things.
- Brian developed the business side by making mistakes and unabashedly asking for advice.
- A way that Brian has recently improved his business is by educating his investor base.
- Brian stands out amongst his competition by running the business he wants to run without worrying about being a billion-dollar business.
- The number one thing that contributed to Brian’s success is marrying into his wife’s family.
- Brian explains how he likes to give back, both from a business and a personal perspective.
[bctt tweet=”If you’re in this business, you’re probably smart, if that investor wants to hear the pitch, they probably understand on some level what you do and they’re already comfortable with the risk or the investment thesis, just address what the problems are and help them solve the problems. — Brian Adams” username=”whitney_sewell”]
Links Mentioned in Today’s Episode:
About Brian Adams
Brian Adams is a recovering attorney hailing from a family office background dedicated to providing investors with direct access to institutional alternative investments that can generate passive income in a tax-efficient manner. He pulls on his extensive experience in the legal, private equity, and real estate industries to provide a broad market view of the entire alternative investment landscape to deliver strategic and reliable investment opportunities to his partners. Brian currently serves as Principal for Excelsior Capital in which he founded in 2019 and oversees acquisitions, operations, and capital raising efforts. In addition, he frequently participates in speaking engagements focused on providing the real estate investment community with a real and honest outlook of the commercial real estate market so intelligent investment decisions can be made. He is a former practicing attorney, earning his J.D. from Suffolk University and his B.A. from Wesleyan University with honors.
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