Raising capital for real estate deals can seem straightforward—until it isn’t. In this episode, Brian Briscoe of the Tribe of Titans discusses the realities of capital raising. He breaks down the myths surrounding deal quality, network strength, and investor motivation. Brian shares his personal journey from mathematical theory to multifamily investing, emphasizing why trust and relationships matter more than spreadsheets. This candid conversation sheds light on what passive investors are really looking for—and why being good with numbers might not be enough.

 

[00:01 - 05:45] The “If You Build It” Myth

• Why good deals alone don’t guarantee investor interest.
• The significance of trust in raising capital
• How 506(b) deals limit your reach and increase pressure.

 

[05:46 - 10:20] What Passive Investors Care About

• Why the team matters more than the pitch deck
• How passive investors evaluate risk based on people, not just projections
• The importance of consistency and character in building investor confidence

 

[10:21 - 15:14] Behind the Numbers: Sensitivity and Assumptions

• What changing one number in a spreadsheet can do to your returns
• Why experienced investors don’t rely solely on pro formas
• The need to be transparent about assumptions and projections

 

[15:15 - 20:00] Growing and Nurturing Your Investor Base

• How to develop relationships that convert into long-term investors
• Why investors care more about who is presenting the deal
• The importance of credibility and repetition in capital raising

 

[20:01 - 25:38] Programs and Practice: Learning to Raise Capital

• How Tribe of Titans equips aspiring capital raisers
• What early mistakes can teach us about investor psychology
• The significance of coaching and peer groups in accelerating your skills

 

Connect with Brian:

LinkedIn: https://www.linkedin.com/in/brian-briscoe-ut/

 

Key Quotes:

“Just because the deal's amazing doesn’t mean the money’s going to show up.” - Angel Williams

“Anybody can put numbers on a spreadsheet. What matters is whether I trust that person to deliver.” - Brian Briscoe

 

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!