Deal Structures Family Offices Actually Say Yes To | Niche Investment Strategies (Ep. 4)

Family Office Club founder Richard C. Wilson explains the art of deal structuring — listening deeply to investors’ goals, tailoring terms to match their comfort zones, and leveraging “anchor investors” from within a niche to validate deals.
Recorded live at the 2025 Super Summit, Richard shows how being flexible and investor-centric transforms cold pitches into lasting partnerships.
If you want to understand how top family offices think when reviewing opportunities, this clip distills 18 years of lessons into five powerful minutes.

This clip was taken from the Niche Investment Strategies Panel, filmed live at our Family Office Club Super Summit.
To become part of our investor community — with 30 nationwide events a year, 10,000 registered investors, and 40 proprietary AI tools — visit https://FamilyOffices.com

#DealStructuring #FamilyOffices #CapitalRaising #InvestorRelations #PrivateInvesting

https://familyoffices.com/

Transcript

Welcome to another segment from the niche investment strategies panel. Family Office
Club founder Richard C. Wilson reveals how customizing deal structures around investor
priorities builds trust faster than any pitch ever could.
Great. So most of you know me already, Richard Wilson, so founder of Family Office
Club. So I'll skip to what's been working for us. custom deal structures by
listening really carefully to what the investor wants, and then we will custom put
together something that addresses their concerns, and they'll feel like that's
refreshing and not cookie cutter, bringing in an anchor investor to a deal. When we
find a deal, if we can find someone who spent 30 years in that niche, had an exit
in that niche, and now is ultra -wealthy because they made all their money in dry
cleaners or stem cell therapy, whatever it is, we'll go to them first. They help us
ask really smart due diligence questions. If there's really value there, they lean
forward and ask how they can be part of the deal. And if they take 20 or 50%, or
sometimes a whole deal, great. But if they take a bit of the deal, then everyone
else comes in faster because that person has spent their life in the niche, said
yes to it. Then the final thing is, as an entrepreneur, I've been successful by
going super deep where others go surface level and just doing more than what's
reasonable and then way more than what other people would see is more than
reasonable and then other founders no matter how old they are see that some of
their success was the same and the patriarchs or matrix of the family will relate
to that entrepreneurial DNA and then i'll win them over and they'll want to work
with us or come to our events etc thank you and it's interesting of course hard
work was raised it's great working with the family office club we get richard is
non -stop the entire like you get emails later you know two in the morning or
whatever and you know when i to reflect back on people i've worked with who've had
success hard work is their their work ethic is just incredible and something i try
to uh uh educate my son on and in help with
This episode was filmed live at our Family Office Club Super Summit. To engage
directly with family offices and ultra -high net worth investors at 30 live events
each year, visit us at family offices .com.