3 Reasons Your Pitch Is Falling Flat (and What to Do About It)

Every week, I talk to smart operators who are struggling to raise capital.

They’ve got deals. They’ve got pitch decks. They’ve even got a few warm investor leads.

But nothing's converting.

Why?

Because investors don’t invest in opportunities. They invest in certainty.

And if they’re sensing even a sliver of doubt— They’re out.

You’re Trying to “Pitch” Your Way Out of a Positioning Problem

A lot of people try to fix this with more calls. More deck revisions. More “irresistible” terms.

But none of that matters if the investor doesn’t see you as someone worth wiring money to.

Remember: the capital doesn’t chase the deal. It chases trust.

3 Reasons Your Pitch Is Falling Flat (and What to Do About It)

1. You’re Leading with the Deal Instead of the Person

If the first 5 minutes of your call are all about the cap rate, the renovation budget, and the projected IRR…

You’re already in trouble.

Investors want to know:

• Who are you?
• What makes you qualified to lead this?
• What happens if this deal hits a bump?

Instead, open with your why, your track record (even if borrowed), and your insight into the market.

2. You’re Not Controlling the Buyer’s Journey

Most capital raisers hop on Zoom and just “wing it.”

No roadmap. No structure. No pressure.

If you’re not guiding the conversation, investors default to skepticism.

You need a process. A system. A flow that builds momentum and answers their real objections before they ask them.

We use a framework called Million Dollar Meetings—and it’s responsible for closing millions in soft commitments every month.

3. You Haven’t Earned the Right to Ask Big

You can’t show up asking for $250K if the investor has no context, no trust, and no clear timeline.

Instead of pushing for a close, focus on the first micro-yes:

“Would it make sense to take a look when something aligns with your criteria?”

Then keep building the relationship. Follow up. Educate. And create urgency when the time is right.

Here’s the Truth

Most people think they need a better pitch.

But what they actually need is a better position:

• In the market
• In the investor’s mind
• And in the deal itself

You want to be the person that capital flows to before you even make the ask.

That’s how professionals raise millions without begging, discounting, or chasing.

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The information contained herein is for general guidance on matters of interest only. This information contained herein is not intended to provide you with any advice on financial planning, investment, insurance, legal, accounting, tax or similar matters and should not be relied upon for such purposes. Marcin Drozdz, M1 Real Capital Inc are not financial, legal or tax advisers. You should assess whether you require such advisers and additional information and, where appropriate, seek independent professional advice. You understand this to be an expression of opinions and not professional advice. You are solely responsible for any actions you take with the content and hold Marcin Drozdz and M1 Real Capital Inc or any of it's affiliates harmless in any event or claim.