Are You Unsure How to Qualify a Deal and Provide it to Your Network?

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Are You Unsure How to Qualify a Deal and Provide it to Your Network?

Are you an aspiring real estate investment manager, looking to make your mark in the industry and secure profitable deals? If so, chances are that you’ve already encountered one of the biggest challenges when it comes to operating as a successful manager- qualifying a potential deal and letting your network know about it. To help demystify this process and get you on track developing your workflow configurations, we’ll go over everything from identifying some of the key elements for decision-making to pitching the deal to your investors.


Identify Stakeholders in a Deal

In a real estate investment deal, stakeholders are the individuals or groups who have a vested interest in the outcome of the transaction. The most obvious stakeholder is the investor who puts up the capital to fund the deal. However, other stakeholders include the developer who identifies property, the broker who negotiates the deal, the contractor who will carry out any renovation work, and the property manager who will oversee the day-to-day management of the property. Additionally, local government officials, lenders, and tenants can be stakeholders in a real estate investment deal. In order to identify stakeholders, it is important to map out the property ecosystem to understand who will be impacted by the investment. Engaging stakeholders early on in the process can help ensure successful working relationships in the long run.


Analyze the Key Financials and Factors of the Deal

When considering a real estate investment, analyzing the financials is a key factor in making an informed decision. It’s important to take a comprehensive look at the numbers and conduct due diligence to understand the likelihood that the return on investment will be worth the risk and to gain a grasp on what types of risks an investment may entail. Every investment in real estate is risky and could result in losses including a complete loss of capital, so it is key to determine what the most likely risks are and how best to mitigate them. Additionally, assessing the current and projected income and expenses can help determine the deal’s potential profitability. By carefully examining the financials, investment managers can make informed decisions and increase their likelihood of finding successful real estate investment deals.


Examine Risks Associated with the Deal

A real estate deal can be quite complex, and it is important to examine all the potential risks involved. One of the primary risks to consider is the project timeline. Poor execution in construction and unforeseen setbacks can cause delays which typically lead to increased costs when they occur. Another risk to consider is legal liabilities. Legal challenges can come from various sources, such as zoning laws, environmental regulations, and other permitting requirements. Finally, it is essential to examine the current market conditions specific to the market in which you seek to invest. Past market trends and current market conditions can help determine the risks and possible rewards associated with the particular location and asset type. Taking the time to thoroughly examine risks including but not limited to those mentioned herein can help you make informed decisions and minimize risks associated with real estate purchases. It is also critical to talk to real estate, tax, and legal professionals familiar with the markets where you intend to invest to better understand the nuances of investment in that market.


Make the Final “Go / No Go” Decision

Investing in real estate may be a profitable venture if done wisely. Before committing non-refundable money into a property or asset, it’s important to thoroughly evaluate whether it’s worth the investment or not. Take key factors into consideration including but not limited to those mentioned above and location, property condition, rental income potential, and market trends. Conducting a final synthesized analysis of these factors and any others you deem important under the circumstances can help determine if the investment has the potential to appreciate in value and generate a steady cash flow. It is helpful to discuss the factors under consideration with your legal, tax, real estate, and investment professionals prior to making an investment. With careful analysis and due diligence, you increase your capacity to make an informed decision on whether a real estate investment is worth committing to in light of the risks specific to that deal and the market it is in.


Network with Contacts and Identify Potential Investors for the Deal

Networking with contacts is a crucial step in real estate investment. By connecting with people in the industry, you can identify potential investors and seek guidance on potential deals. It is important to build relationships with individuals who share your interests and values. Attending industry events and joining relevant groups can also help expand your network. Identifying potential investors requires thorough research and understanding of their investment goals. Keep in mind that finding the right investors may take time and effort, but the connections made along the way are invaluable.


Distribute the Investment Offering

As a private investment manager, it’s essential to know how to pitch your investment deals effectively. The first step is to ensure that you understand the needs and goals of your potential investors. Having a deep understanding of their investment objectives will allow you to craft a pitch that is tailored to their requirements and interests. Secondly, focus on the value proposition of your investment deals. Highlight your competitive edge, the risks, and the expected returns for the investors. Use data-driven insights and current market trends to support your claims. Lastly, engage in active listening and respond to your investors’ queries with confidence and honesty about potential risks to establish trust and credibility.


Understanding the key stakeholders, analyzing the financials of the deal, looking at the risks associated with the project, and networking with contacts are all essential components of navigating any potential investments. In order to make an informed decision, it’s important to research thoroughly and assess all elements before committing. Moreover, although difficult decisions may be required along the way, keeping a level head and being patient in closing a deal can be invaluable for avoiding costly mistakes. With these tips in mind, your pitch as a private investment manager can be engaging and effective.


Nothing in this blog is or should be construed as investment advice or an offer or solicitation of offers of investments. Both Real Estate Investments and Securities offerings are speculative and involve substantial risks. Risks include but are not limited to illiquidity, lack of diversification, complete loss of capital, default risk, and capital call risk. Investments may not achieve their objectives. Investors who cannot afford to lose their entire investment should not invest in such offerings. Consult with your legal and investment professionals prior to making any investment decisions. All Securities are offered through North Capital Private Securities, Member FINRA/SIPC.

About Fairway America

Fairway America is a leading alternative investments manager focused on middle market commercial real estate. Established in 1992, the company specialize in real estate credit and private equity strategies on behalf of individual and institutional investors. As of Q1 2022, the firm manages more than $315 million of investor capital and a portfolio of assets representing more than $2.2 billion in gross asset value across several major property types. For additional information, visit

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