Shane announced the closing of a mobile home park deal, while Mike Zlotnik emphasized that despite signs of improvement, high interest rates continue to make capital raising difficult. He underscored the importance of relational capital—building authentic, long-term relationships over transactional marketing—and encouraged leveraging networks, maintaining clear communication, and demonstrating trustworthiness to attract investors.
Zlotnik outlined a structured approach to capital raising, categorizing investors into four groups based on their capital status and confidence levels. He advised tailoring communication and offering improved terms to address investor concerns, noting that partnerships and acquisitions from distressed sellers can create strong opportunities. He stressed the need for a positive spread between cap rates and mortgage interest rates, ensuring stabilized cash flow from the start.
Deanna added that a strong first impression and genuine care for investors’ goals are critical. She advocated for targeted, relationship-driven outreach rather than broad marketing, which can foster exclusivity and stronger engagement. Both Deanna and Zlotnik highlighted the importance of simple, jargon-free communication, especially for newer investors, and encouraged consistent updates to build confidence and loyalty.
The conversation also addressed the difficulties of balancing large and small investors. Deanna shared that while large check writers can accelerate fundraising, they often demand more control, whereas smaller investors may require more management but offer flexibility. She suggested cultivating long-term relationships with family offices and registered advisors to streamline future fundraising. Zlotnik concluded by emphasizing education, clarity, and investor understanding as keys to effective capital raising in a high-interest-rate environment. The session closed with an open invitation for further dialogue and collaboration among participants.
