How to Pre-Sell Your Investment Opportunity Before You Even Have a Deal
Apr 02, 2025
Most people think they need a deal in hand before they start raising capital. That’s one of the biggest mistakes you can make.
The best capital raisers don’t wait until they find a deal to start conversations with investors—they secure interest before an opportunity even exists. This is how you create leverage, negotiate better deals, and position yourself as someone investors trust.
Want to learn how to get investors lined up before you even have a deal? Here’s the playbook.
1. Build Your Investor Pipeline Early
If you're scrambling to find investors after locking in a deal, you're already behind. Smart capital raisers build relationships in advance so that when an opportunity comes up, they already have interest lined up.
✅ Identify high-net-worth investors who align with your investment strategy. ✅ Start conversations about their investment goals before presenting a deal. ✅ Focus on education and trust-building instead of hard-selling.
Action Step: Make a list of 20 potential investors and start engaging them this week—without pitching a deal. Ask about their investment preferences and what they’re looking for in an opportunity.
2. Create a Clear Investment Thesis
Investors need to know that you have a well-thought-out strategy, even if you don’t have a deal yet. This means having a clear investment thesis—your guiding framework for the types of deals you pursue.
✅ Define the asset class, location, and return expectations for your deals. ✅ Highlight why your strategy works and how it aligns with current market trends. ✅ Position yourself as an expert in your niche, not just someone chasing random deals.
Example: Instead of saying, “I’ll let you know when I find a deal,” say, “I focus on acquiring distressed multifamily assets in high-growth markets with 8-10% cash-on-cash returns and a five-year exit strategy. I’m currently evaluating opportunities that fit this model.”
Action Step: Write out a one-paragraph investment thesis and start using it in investor conversations.
3. Use the E.A.S.Y. Method to Build Investor Excitement
Investors commit when they feel a sense of exclusivity, urgency, and alignment with an opportunity. My E.A.S.Y. Method helps capital raisers create that momentum before a deal is even secured.
E – Exclusive: Let investors know you only work with a select group of people and spots are limited. A – Abundance: Show them that your pipeline of deals is strong—you’re choosing the best, not settling. S – Scarcity: Make it clear that your deals fill up fast, and investors who wait might miss out. Y – Your Allocation: Ask investors early what amount they’d be comfortable investing, so they mentally commit.
Example: “I typically work with 5-10 investors per deal, and most of my capital is raised before the deal even goes public. If you’re interested, let’s discuss what an allocation might look like for you.”
Action Step: Start framing investor conversations using the E.A.S.Y. Method to create pre-commitment interest.
4. Get Soft Commitments Before You Find a Deal
Pre-selling isn’t about getting formal contracts—it’s about securing soft commitments from investors so that when the right deal comes along, they’re ready to move.
✅ Have conversations about capital availability and timelines. ✅ Ask investors, “If I bring you an opportunity that fits your investment goals, would you be open to reviewing it?” ✅ Track investor interest so you know who’s ready when a deal arrives.
Action Step: Create a spreadsheet of potential investors with columns for interest level, expected allocation, and timeline so you can gauge commitment levels.
5. Keep Investors Warm With Regular Updates
Even if you don’t have a deal yet, staying top of mind is critical. Investors need to be reminded that you’re actively looking and that they’re part of your priority list.
✅ Send monthly updates with insights on market trends, deal flow, and investment strategy. ✅ Host private investor calls where you share your approach and answer questions. ✅ When a deal does come up, they’ll already be engaged and ready to commit.
Action Step: Write a short investor update this week and send it to your network. Even if you don’t have a deal, share what you’re seeing in the market and the types of opportunities you’re evaluating.
The Bottom Line
Raising capital before you have a deal isn’t just possible—it’s the smartest way to build investor trust, negotiate better terms, and move fast when the right opportunity comes.
Build your investor pipeline early. Define your investment thesis. Use the E.A.S.Y. Method. Secure soft commitments. Keep investors engaged.
When you do this right, you won’t have to “raise money” when you find a deal—you’ll already have it lined up.
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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.
