Developing a strong business relationship with family offices and high net worth investors can help you land numerous deals over a long-term period. Today we speak about building these high-reward relationships with Fletcher Clardy, Deal Desk Captain, and Consultant for Clarity Equity Group. We open our discussion by exploring Fletcher’s role at Clarity and his current studies towards his real estate Masters. We ask Fletcher about the first steps that a syndicator should take to secure investor relations and he emphasizes the importance of finding your niche. He then talks about creating a pitch book that highlights your strengths, along with other marketing materials to engage potential investors.
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But before connecting with investors, you have to find them first, and Fletcher shares his tips in this regard. The key, Fletcher explains, is in aligning your interests with investors. Without being able to provide value, you’re likely to burn bridges with high net worth investors and family offices. We chat about Fletcher’s strategies for adding value which include bringing investors off-market deals, not charging fees, and investing their money alongside family offices. We touch on guarding your business relationships, how to use mailers to contact potential investors, and the need to network over virtual spaces. For many syndicators, family offices are an unexplored frontier, ripe with opportunity. Tune in to hear how Fletcher built successful relationships with family offices and high net worth individuals.
Key Points From This Episode:
- Hear about Fletcher’s role at the helm of Clarity Equity Group.
- The importance of finding and understanding your real estate niche.
- Pitch books and developing the right marketing materials to approach investors.
- How to start identifying your investment criteria and form key relationships.
- Finding high net worth investors through research and networking events.
- Reaching out to investors before meeting with them at events.
- Protecting your credibility by only approaching investors with valuable deals.
- Aligning your interests with investors and not being afraid of walking away from a deal.
- Hear Fletcher’s strategy for adding value to investors and family offices.
- The challenge of making that first contact with investors.
- What Fletcher provides in his mailers to entice prospective investors.
- Guarding your relationships through follow-up; “your money is your network.”
[bctt tweet=”You have to be very selective with the opportunities that you present. Make sure that it makes sense for your high net worth investor, or you’ll damage your credibility. — Fletcher L. Clardy III” username=”whitney_sewell”]
Links Mentioned in Today’s Episode:
Phone Fletcher Clardy — 816-360-9602
About Fletcher L. Clardy III
Fletcher L. Clardy III is a Deal Desk Captain & Consultant at Clarity Equity Group, LLC, a well-funded and highly regarded real estate solutions provider of both stabilized and value-add commercial properties. Clarity operates nationwide in deal flow, consulting, capital formation, and placement, private debt syndication, and arbitrage of commercial assets. Fletcher’s duties are to start new relationships with sponsors, financial institutions, and other professionals on behalf of Clarity Equity Group. Fletcher is often the first contact our consulting clients have with the firm. He then works hand in hand with the client to ensure their ongoing success. Fletcher started his career in financial advising prior to entering into commercial real estate. He applies his financial experience when underwriting and evaluating potential investment opportunities. Fletcher has been working on his Masters of Science in Entrepreneurial Real Estate from the University of Missouri Kansas-City. He will complete the program this upcoming fall and graduate in December 2020.
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