On this week’s show, I interview Brian Adams, who is the President and founder of Excelsior Capital. He has 10+ years of experience in real estate private equity previously co-founding Priam Properties. According to his firm’s website, Excelsior Capital now has $200m of assets under management for a total of 1.1M SF, but Brian was quick to say its not about the statistics. He is more passionate about their track record of serving their 200+ active investors.

We spent the majority of our time discussing his fund-raising process as they do not operate as a fund. They raise capital for every transaction. He talks about how he cultivated this investor base and even admits to scaling too quickly by going into too many markets as once.  He also talks about bringing a lot of their operations in house including bookkeeping and accounting. By listening, you’ll learn about what worked, and what didn’t.

What I find most impressive about Brian is his continued dedication to continually expanding his investor base. This means 5 meetings and 10 cold calls per day for him, which has now led to a database of 6,000 potential investors. He believes that most sponsors are really great at finding and repositioning deals, but very poor with this equally important component – raising capital. I know that you’ll get a ton out of this episode!

You can check out excelisorgp.com to learn more about Brian and his platform.