How do I get in front of family offices?
Short answer
I get in front of family offices by understanding what they invest in, respecting their time, and building relationships before asking for capital. Family offices are not all looking for the same opportunities. Some prefer real estate, others operating businesses, and others direct investments or co-investments. I would focus on identifying families whose investment priorities align with my opportunity rather than trying to contact every family office possible.
Checklist
- Research the family's investment focus before approaching them.
- Identify whether they prefer direct investments, funds, or co-investments.
- Understand their industry expertise and preferred investment characteristics.
- Look for relevant introductions through existing professional relationships.
- Develop educational material that provides value without requiring a meeting.
- Keep your initial communication brief, specific, and relevant.
- Explain why your opportunity fits their existing interests.
- Follow up when you have meaningful information to share.
From my talks
"The ultra-wealthy are typically as busy - if not MUCH more busy - than I am."
In that talk, I described how I take detailed notes about investors and use reminders to follow up when I have something genuinely valuable to share. Some relationships have required more than 100 emails before a transaction came together.
I also described helping a billionaire family with their family office before pursuing business together. That relationship eventually resulted in 19 transactions. The lesson is not that everyone should expect similar results. It's that being useful and patient can create stronger relationships than constantly asking for meetings.
I've found that investors remember people who listen, follow through, and understand what they're trying to accomplish.
Sources 6 Moves to Help Close More Deals; Family Office Fundamentals Workshop Miami; Choke Points Webinar
What to do next
- Identify family offices whose investment focus matches your opportunity.
- Prepare a concise introduction that explains the specific relevance.
- Develop a relationship-building process centered on useful information and thoughtful follow-up.
Related questions
- What do family offices look for in a deal?
- What is a family office and how do they invest?
- How do I raise money with no track record?
Try the Family office fit check. See all family offices questions.
