Raising capital from family offices
Sourcing Off-Market Deals and Estate Planning: Family Office Panel
Sourcing Exclusive Off-Market Deals & Estate Planning | Family Office Investor Panel Insights
Family office investors, co-investors and sponsors who want to learn how peers source off-market deals and think about estate planning.
Summary
A family office panel explains that exclusive deals are seldom handed over and usually have to be found. Joe describes pulling lease records at courthouses to identify large mineral owners. One ranch deal took three years of relationship building and ended as a 20 plus million dollar sale. Another panelist says most opportunities come from direct relationships and referrals, plus direct to owner outreach in commercial real estate.
The panel also covers estate planning. One guest describes a generation skipping trust as one estate planning idea, and families often talk with an attorney or tax adviser about whether something like that fits their situation. Richard C. Wilson notes that family offices ask how to keep children functional and unspoiled. Patrick shares that he did some estate planning after his child was born. This is education only and not advice.
Five points worth keeping
- Good deals are usually found. Joe says exclusive deals are seldom brought to his team. They have to go out and find them.
- Do the records work yourself. In minerals, Joe's team pulls lease records at courthouses to identify the big mineral owners they can pursue.
- Relationships can take years. One large deal took three years. The team got to know the ranch owner and her goals until she was ready to sell in a 20 plus million dollar transaction.
- Go direct to owners. Patrick's group uses mass marketing to reach owners directly. They say brokers are still overpricing opportunities, so they try to set the price basis first.
- Plan the estate early. One guest says to think about estate planning in all actions. Richard C. Wilson adds that families worry about wealth transfer without spoiling children.
Said on the call
"Virtually every single one of those opportunities comes from direct relationships or referrals from direct relationships. So there's not much secret sauce to that."
"You need to be thinking about estate planning in all your actions."
"We're actually going through mass marketing, and we're going direct to owner. And why? Because the brokers are still overpricing all the opportunities."
Key facts
- One ranch deal took three years of relationship building and ended as a 20 plus million dollar sale.
- Patrick describes small balance commercial real estate lending at roughly $600,000 to $6 million.
- Patrick says third party litigation funding has been around since 1910 and his partners have 15 years of experience.
Sources
From Richard C. Wilson's Centimillionaire Strategies YouTube channel: Sourcing Exclusive Off-Market Deals & Estate Planning | Family Office Investor Panel Insights. Quotes come from the video captions, lightly edited for readability. Figures are the speakers' own estimates and experience.
General education only. Not legal, tax or investment advice.
Talk to a securities attorney to explore options around estate planning trusts, wealth transfer strategies and gift and tax planning. Do not use AI to write your own legal agreements.
Related questions
- Do family offices invest in funds or only direct deals?Family offices do both.
- How do I find the decision maker at a family office?Start by meeting the family through advisors, events and the people who manage their investments.
- How long does a family office take to make a decision?There is no standard timeline, and I would not trust anyone who gives you one number.
Questions about this video
How do the panelists find off-market deals?
Joe's team pulls lease records at courthouses to find big mineral owners. Patrick's group uses direct to owner mass marketing and relationships and referrals.
Why go direct to owner in commercial real estate?
Patrick says brokers are still overpricing opportunities. Going direct lets the team set the price basis and learn how eager the owner is to sell.
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