How to reach family offices and wealth managers

The answer, straight away

Family offices, wealth managers and private bankers already have the clients you are trying to reach. What they lack is somebody they can trust in a specific area for a specific kind of property.

You do not reach them by selling. You reach them by solving a problem they already have.

What problem they have

A client who wants to buy in an area they do not know, asking for an opinion.

A client who has inherited a property and does not know what to do with it.

A portfolio where the property side has not been valued in years and nobody knows what it is worth.

None of these is a sales problem. They are information problems, and that is where you come in.

What to bring to the first meeting

Not the agency presentation. An analysis of an area: how many transactions, at what real prices, who buys, what yields, what has changed in two years.

A document the adviser can pass to their own client without embarrassment is worth more than any presentation.

What they are looking for in you

That you will not take their client. It is the number one concern and nobody says it aloud.

It is settled by putting it in writing beforehand: the relationship stays theirs, you handle the property side, and all communication goes through them too if they prefer.

That you are predictable. You reply, you meet deadlines, you say the uncomfortable thing. In that world reliability counts for more than brilliance.

That you know your limits. An agent who says I do not know that and here is who does earns more credit than one who answers everything.

On the fee

Raise it early and in writing, because their professional position has precise rules about what they may receive.

Often the right answer is not a fee at all: it is reciprocity. You bring them clients who have just sold a property and need to invest it.

The timing

Long. Months between the first meeting and the first transaction, sometimes more than a year.

Which is exactly why it works: almost nobody lasts that long, so whoever does is left alone in the room.