Are you missing out on your ideal investor because you haven’t clearly defined who they are?

In this episode, Angel Williams and Brian Briscoe discuss the often-overlooked challenge of clearly identifying your investor avatar—your ideal audience. From personal stories about corporate life and the sacrifices made in pursuit of success, to the strategic reasons why clarity around your audience can sharpen your messaging and boost your capital-raising results, this conversation offers both introspective insights and practical advice. Whether you're a real estate investor or building a community-based business, understanding who you’re speaking to can mean the difference between scattered results and steady growth.

[00:01 - 05:15] Who Are You Really Talking To?

• Why understanding your audience (avatar) is vital to business and investment success
• The importance of aligning with people who share your background or pain points
• How being part of your avatar can help build credibility and connection

[05:16 - 10:22] From Corporate to Community

• How leaving the 9-to-5 inspired Brian to build the Tribe of Titans
• The significance of recognizing shared frustrations with time and freedom
• What motivated the shift from investor calls to mentorship-based conversations

[10:23 - 15:09] Narrowing the Niche Without Losing Reach

• Why it’s crucial to make your target small enough to connect but big enough to sustain
• The need to balance specificity with scalability in audience targeting
• How multiple avatars can coexist if each is clearly defined and addressed

[15:10 - 19:30] Learning from Experience: Engineer, Adjunct, or Entrepreneur?

• What past investor interactions reveal about who is drawn to your offer
• How lived experience helps identify underrepresented niches with potential
• The importance of evaluating common traits among current supporters

[19:31 - 23:28] The Psychology of the Passive Investor

• Why many investors don’t even realize alternative options exist
• How lifestyle goals and money mindset influence investment choices
• The need to speak in familiar language and address core emotional drivers

Connect with Brian:

LinkedIn: https://www.linkedin.com/in/brian-briscoe-ut/

Key Quotes:

“If you are part of your own avatar, it's a lot easier because you understand what they go through.” - Brian Briscoe

“Some people want to provide for their families generationally, but they don’t even know where to begin.” - Angel Williams

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

Raising capital for real estate deals can seem straightforward—until it isn’t. In this episode, Brian Briscoe of the Tribe of Titans discusses the realities of capital raising. He breaks down the myths surrounding deal quality, network strength, and investor motivation. Brian shares his personal journey from mathematical theory to multifamily investing, emphasizing why trust and relationships matter more than spreadsheets. This candid conversation sheds light on what passive investors are really looking for—and why being good with numbers might not be enough.

[00:01 - 05:45] The “If You Build It” Myth

• Why good deals alone don’t guarantee investor interest.
• The significance of trust in raising capital
• How 506(b) deals limit your reach and increase pressure.

[05:46 - 10:20] What Passive Investors Care About

• Why the team matters more than the pitch deck
• How passive investors evaluate risk based on people, not just projections
• The importance of consistency and character in building investor confidence

[10:21 - 15:14] Behind the Numbers: Sensitivity and Assumptions

• What changing one number in a spreadsheet can do to your returns
• Why experienced investors don’t rely solely on pro formas
• The need to be transparent about assumptions and projections

[15:15 - 20:00] Growing and Nurturing Your Investor Base

• How to develop relationships that convert into long-term investors
• Why investors care more about who is presenting the deal
• The importance of credibility and repetition in capital raising

[20:01 - 25:38] Programs and Practice: Learning to Raise Capital

• How Tribe of Titans equips aspiring capital raisers
• What early mistakes can teach us about investor psychology
• The significance of coaching and peer groups in accelerating your skills

Connect with Brian:

LinkedIn: https://www.linkedin.com/in/brian-briscoe-ut/

Key Quotes:

“Just because the deal's amazing doesn’t mean the money’s going to show up.” - Angel Williams

“Anybody can put numbers on a spreadsheet. What matters is whether I trust that person to deliver.” - Brian Briscoe

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

What’s the real cost of not structuring your real estate deals the right way?

In this episode, tax advisor Brandon Hall joins Angel to unpack complex but crucial considerations for structuring real estate investments—especially when working with partners, using retirement accounts, or dealing with late-stage investors. They explore topics like capital contributions, equity dilution, partial asset dispositions, and depreciation allocation, providing real-world examples and practical scenarios. Whether you're an experienced syndicator or a first-time GP, this conversation is packed with insights on how to protect your interests and avoid costly mistakes.

[00:01 - 04:00] Are You Depreciating Three Roofs?

• The significance of understanding partial asset dispositions in real estate
• Why you need to ask your CPA about deducting replaced components
• How ignoring this detail can result in depreciating assets that no longer exist

[04:01 - 08:19] Loan or Equity? Deciding How to Backfill

• The need to evaluate whether capital fronted by a partner should be treated as a loan or ownership stake
• What operating agreements must account for when new money enters the deal
• Why lenders and tax implications should guide this decision

[08:20 - 12:23] Dilution Without Selling Shares

• The mechanics of equity dilution when new investors come into a deal
• What redemption vs. share sale means for taxes and ownership
• Why getting a professional valuation can protect all parties

[12:24 - 16:47] Retirement Accounts and the Depreciation Disconnect

• Why depreciation doesn’t matter the same way in retirement accounts
• How depreciation can be reallocated away from retirement investors
• The importance of “substantial economic effect” in depreciation allocations

[16:47 - 21:44] Avoiding Costly Mistakes in Complex Capital Structures

• When to bring in a lawyer or CPA to adjust your operating agreement
• Why timing and capital amounts affect equity and distribution rights
• The need to keep educating yourself even with professional advisors

Connect with Brandon:

LinkedIn: https://www.linkedin.com/in/brandonhallcpa/

Key Quotes:

“You own your own tax position. You've got to have a basic understanding of the questions to ask.” - Brandon Hall

“Just because I put in more money doesn't mean I get a bigger piece of the pie—it depends on the agreement.” - Brandon Hall

Visit sponsorcloud.io/contact today and unlock $2,000 of free services exclusively for REI Rocks community members! Get automated syndication and investor relationship management tools to save time and money. Mention your part of the REI Rocks community for exclusive offers. Help make affordable, low-cost education summits possible. Check out Sponsor Cloud today!

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