Private wealth has passed the institutional market, and most sponsors have no idea how to reach it. A workshop on raising from family offices and RIAs.
Private wealth has passed the institutional market, and most sponsors have no idea how to reach it. A workshop on raising from family offices and RIAs.
On a panel last fall, the CIO of a large family office said he sees around 200 pitch decks a day—and deletes every one. Not because the deals are bad. Because a cold LP deck from someone he has never met is, to him, indistinguishable noise.
That is the wall most real estate sponsors hit with private wealth. Private wealth represents trillions in latent demand for real estate investments, but is allocated only on paper and never deployed, because sponsors don’t know how to speak their language or pitch them properly.
This workshop is a direct look at how family offices and RIAs actually invest in real estate right now: who the players are, how each one decides, how to get in front of them, and how the pitch has to change. It's built for sponsors, emerging managers, and capital raisers who want to move beyond friends-and-family and diversify their LP mix, and who want to understand the machinery before they spend a year and a half learning it the expensive way.
Paul Stanton will lead the session. Paul is a Partner at Thesis Driven and at PTB, a boutique real estate investment bank, where he has funded over $1 billion of real estate projects and platforms. Over the past eighteen months he has spent most of his time in the private wealth world, raising JV equity and assembling SPVs from family offices and ultra-high-net-worth investors, and the workshop is his working playbook for it.
Understand the private wealth landscape. How family offices and RIAs are structured, how they make decisions, and why they are the largest untapped pool of real estate capital today.
Map the ecosystem. Single-family offices, multi-family offices, and RIAs: where they overlap, where they diverge, and which to prioritize based on your deal type and stage.
Learn from real case studies. Sponsors who built lasting family office and RIA relationships to fund their platforms and deals.
Build your investor network. How to find family offices and RIAs, get introduced, and convert relationships into capital.
Create your own outreach campaign. A hands-on session to craft cold emails, sharpen your deck, and map your targets across both channels.
Negotiate with private wealth investors. Term sheets, governance, and platform requirements from live deals.
What the workshop covers
The private wealth opportunity: why private wealth has surpassed the institutional market while institutional fundraising declines; the gap between a 15 percent target allocation to real estate and under 2 percent actual holdings; and the growth of family offices and the RIA channel reshaping who writes the checks.
Who family offices are: decision-making, check sizes, risk appetite, and timelines; how to approach single-family versus multi-family offices, and why MFOs function more like institutional allocators with investment committees and formal diligence; and the structures that work, from JVs to co-GP to direct LP and platform investments.
Who RIAs are, and how they differ: fiduciary duty and fee structure versus wirehouses and broker-dealers; discretionary versus non-discretionary advisors, and why that determines whether you're pitching one person or dozens; how large platforms (Lido, Hightower, CAPTRUST) differ from independents; and what RIAs require before they engage, DDQ-ready materials, custodian compatibility, and K-1 timelines.
The structures and the pitch: joint ventures, co-GP partnerships, direct LP, and platform investments, and what an RIA can actually put in front of clients; plus why the pitch leads with after-tax yield, downside protection, and inflation hedging rather than headline IRR, since family offices and RIAs evaluate a sponsor completely differently.
Case studies in action: Fred and Rise Capital scaling an industrial platform via JV with a single-family office; Rachel and Grove Living building a lifestyle rental platform through a co-GP with a tech founder's family office; and Michael and Music Row Partners moving from handshake capital to a scalable RIA channel.
Building the network and the campaign: where to find family offices beyond the conference circuit; how to target RIAs through FINRA BrokerCheck, SEC IARD, and platforms like Discovery Data and Dakota Marketplace, filtered by AUM, geography, and alts exposure; a live exercise to write your cold email, customize your deck, and get feedback on your list; and a walkthrough of a family office JV agreement with an interactive term-sheet drafting exercise.
Format & access
Live workshop: two hours, single session. Thursday, August 6, 12-2pm ET. $299.
A recording for everyone: recordings go to all registered attendees, whether or not you attend live, and stay in your Thesis Driven account.
Slides and materials: participants receive the workshop slides, case studies, and implementation tools.
Paul Stanton is a Partner at PTB, a boutique investment bank focused on joint ventures, capital raising, and M&A transactions. Paul is a Teacher and Writer at Thesis Driven, developing and growing next-gen real estate & proptech concepts.
