Monterrey, Mexico. A room full of family offices.
That is not a brag. It is the actual takeaway of the trip.
We partnered with DXD Capital and UBS to host an investor day for local family offices, part workshop, part introduction to Westlake Realty Group and DXD Capital. A few things stood out.
1. Deliver more value than the deal itself.
Instead of just pitching, we brought in an AI workshop and taught a live session on Claude to a room of family offices, many of whom were not daily users of Claude. The deal conversation happened. But the room remembered the workshop first. If you want to stand out with sophisticated capital, teach them something they can use whether or not they ever invest with you.
2. Skin in the game is the actual pitch.
Family offices like investing with other family offices, and the reason is simple: they can tell when a sponsor has real exposure to the outcome. We put 10 to 20% of the equity into every deal we do. That number does more convincing in a room like this than any slide in the deck.
3. Nearshoring is not a thesis in Monterrey. It is the local economy.
We talk about nearshoring driving industrial demand across the border. In Monterrey, we were not explaining a trend, we were talking to the people living inside it. Every family office in that room could point to a factory or a logistics yard near them that did not exist five years ago. That made the rest of the conversation easy.
Grateful to Drew Dolan and Jose Miguel Benavides for partnering with us to make Monterrey happen, and grateful to every family office who spent the day with us.
What is the most memorable thing a sponsor has ever done to earn your trust before you invested?
The Best Investor Pitch Is Not a Pitch
