10 Proven Strategies to Scale to $100M From 1,500 Talks at Our 300 Events Over 19 Years

0:02Welcome everybody. Thank you for being here today. A lot of familiar faces. We've done about 330 events, I think, the last 19 years. So appreciate you being here with us. Over time, I've been trending the platform to be more and more curated and more and more screened on who we have into the room, who we have into membership, but we also try to keep things moving very quickly and that's something we've done consistently. So today we're going to have 27 speakers on stage in one day. A normal event format would have 12 to 15 and side streams where you miss some of the content. And this is our first event in the Silicon Valley area, but we've done a lot in the Bay Area in general in the past.

0:40And our core cities are Los Angeles, New York City, Dallas, and Fort Lauderdale. So I hope in October you'll join us for our family office masterminds that are in all four of those cities. We're doing the events Monday through Friday with a break on Thursday. but essentially we'll be across the country doing masterminds on advanced deal structuring strategies. So I hope you'll join us for that. And then our annual Super Summit is December 15th to 17th in Fort Lauderdale. It's not at the Westin Beachfront Marriott this year, but it's at a different beachfront Marriott that's a little bit upgraded, renovated, newer than the Westin is, and it's right there in Fort Lauderdale.

1:16So easy to fly into. And make sure you bring your spouse or children or business partners to that. if you are an investor with us, you can bring your child of any age or spouse to any of our events. And if you're a charter member with us, you can bring a child who's a minor to the events and no extra cost. And they'll probably enjoy skipping school and learning something from a bunch of family offices. So please do keep that in mind. We do have about 450 investors now in our member portal. So if you haven't downloaded our mobile app, make sure and download that. You can stream 2000 investor talks, access our 50 AI tools, including what we're going to talk about here today during my presentation.

1:53Within the app, you can send audio notes to peers. You can identify service providers that you need, as well as potential investors or capital partners. So please keep that in mind and download our Family Office Club app from the Apple or Google Android Marketplace if you haven't yet. And then the other thing to note is just that in the family office space, those who do best have a medium to long-term perspective. They're strategic. They're focused in their efforts. And it's more nuanced. It's the opposite of crowd funding, where you blast something out to 10 ,000 people, hope you convert a certain percentage, and on the first blast, you're measuring the percentage you closed on the very first day.

2:28In the family office space, the people who are most effective are adding value first, building trust, building a relationship, making what they do very clear, and focusing their energy where it's most effective. And we find that those who make huge, massive progress and close the largest of investors have that mindset. And that's just important to note, because one investor that writes a seven-figure, eight-figure check is worth dozens or hundreds of smaller investors, and those larger investors can open huge doors and open big networks. So it's just something to keep in mind as you're getting to know us here at Family Office Club in case you're new to our community.

3:06So today we have a head of a$5 billion platform speaking that's brought in institutional capital, family office capital, right before lunch. This afternoon we have a second gen single family office who's also the chief investment officer for another single family office on stage he's done many investments including some in our community we have an original shark from shark tank who's closed several transactions with folks he's met here at family office club we're going to do a fireside chat with kevin later this morning and we also have a broad array of angel investors private investors family offices here on stage next gen family family office advisory folks, et cetera.

3:47So I hope you enjoy the day. We'll keep it fast moving. Keep it interesting for everybody, I hope. All right. So I want to go over a tool that we're calling hyperintelligent. If you've been with us for a while, we used to call it our superintelligence operating system. Just more simple, have a more simple name for it. But this is included with your membership. The deployment kit is in the member portal. And we've literally created something called an easy button to deploy it within your clod and co-work setup. And so I would encourage you all to use that and then go over what it is, why we developed it, and why it's super powerful.

4:23Just to explain a little bit of the arc of this, we started hosting AI workshops a couple years ago and went to invite five or ten experts on AI in four different cities across the country in a week. And we saw that AI was going to change how investments get done, how family offices are operated, how you build a business, et cetera. So we started developing custom GPTs. We developed a couple of them. They're very popular, so we developed 10, and then we had 50. Now we have around 100 custom GPTs, about 50 that are offered to our community. And from that, we saw Claude was taken off. We created a bunch of Claude skills.

4:55Those are all available within the portal as well. And from that, we realized that none of that matters if you're the founder using all of that and your team is not using AI. So this is our solution to making sure your whole team uses AI, not just you or the super nerd on your team that loves AI. You really need your whole team amplified by it. And that's what we're going to cover here. All of our AI tools are codifying what we have learned from having a billion dollars of transactions get done in our community over 19 years, having 2 ,000 investors speak on stage. We've transcribed all of those talks on stage.

5:29So our AI tools are driven by what investors and family offices say, not what some AI LLM got from Reddit, Wikipedia, and long-form YouTube videos, which is where most AI tools are getting their training from these days. And so that's what makes the tools unique. A little bit on myself, I started this in 2007. I've done 43 transactions for my balance sheet. We've helped custom structure about 200 transactions with investors that we work with in family offices. Number one client's a publicly traded company that we've gotten just under two dozen deals done with. And we help operate some single family offices for centimillionaires and source transactions and opportunities for a couple of billionaire families as well.

6:15So that's what we've been up to the last 19 years. I saw this quote the other day, and it reminded me of our community. Michael Jordan is basically saying here that if you have work ethic, then you're not afraid of change or of challenges because you know that you've done things the right way. You didn't cut corners. You don't have shortcuts. You have integrity. And I think in the family office space, if you don't have the combination of those things, you just don't go very far. So I thought that was a good quote to kind of kick off the day with. And one change, if you've been in our community for a while, is going forward, like we're doing a one-day summit here today, but next year we're doing zero one-day summits.

6:52We're just going to do four big super summits. So each summit will be three days long. Each summit, 110 speakers on stage. Each summit will be larger so that we get a critical mass of attracting big keynotes. And it's just worthwhile for people to travel across the country to go to. Because sometimes people in Florida coming to California or going to New York from California, they're not sure for a one-day event. But for a three-day event, there's just more connections being made. At our annual Super Summit, just within our mobile app, we can see over a thousand meetings happening. And that doesn't count private emails going that we can't track and other messages going on between our members.

7:31So we're trying to provide you with proximity to family offices, peers, opportunities. Super intelligence, we'll cover a bit of that today. And scaling strategies. How do you acquire strategic choke points? How do you get deals done and move at the velocity of Kevin Harrington, right? Like how do you think about coopetition and doing co-GP, JV deals and not looking at the big gorillas in your space as a competition, but instead some of the transactions that are too large for you are just not right in your strike zone. You could be taken to a publicly traded company and closing deals that way. That's how you can grow much faster than if you look at everyone as being competitive to you.

8:07And there's dozens and dozens of scaling strategies. Yesterday I was speaking to a centimillionaire who owns thousands of acres in South America. He owns a couple of banks. He owns a professional sports team. And he was talking about how at this point in his career, once he's built up to where he is now, folks trust him enough that they will offer him opportunities where he can acquire assets and doesn't even have to invest the money. They just trust him to be overseeing the asset and helping it grow, help grow it for the next generation, et cetera. And when you can get in the position to see deals first, exclusively or at a better valuation, then your balance sheet compounds and you scale much, much faster.

8:48And in the family office space, if you're not there yet, you have to be laser focused in your communication, your positioning, so that what you say about what you do stands out and nobody else is saying what you do and nobody else can say exactly what you're saying because what you do is so unique. If that's not true, then it is very hard to scale in the noisy world with AI spitting out a million emails per second right now, it's even more important to be super unique in your space. So trust is all-time high. The more, like, right now there's a flight to trust. So you have to have the best due diligence possible on yourself for investors.

9:24You have to conduct more due diligence. You have to meet in person. You have to walk the manufacturing floor and not skip any due diligence steps. And that's just a reality of the space we're in right now. so here are some things real quick for 30 seconds we always like to show this because every investor wants you to have this and we just find that almost nobody does um first get in a really unique position that's more important than materials you put together of course right if you have a super unique position you could have none of the materials and still attract capital so that's what's most important but other than that you need to have a one-line pitch on what you're doing, literally a single sentence.

10:01You need to have a one minute video from you or the founder of your platform. You need to have a one page pitch, a short pitch deck that's less than 15 or 19 pages long. And then a due diligence data room or 30 due diligence questions that every investor should be asking you with answers to all 30 of those questions. Most people do not have more than two of these things. And you can have all these things in place tomorrow. And we say this all the time. And then we host a mastermind and two people in the room have this stuff in place but there's no reason not to there's almost no cost to get this stuff in place so if you log into our portal this is where you can access our cloud skills our custom gpts some of these have five different ai tools combined into one but we have some very specific ai tools for different things that help you scale help you pitch help you conduct due diligence help you vet a partner and we've built all of those out for different scenarios of when you're going to need to leverage AI.

10:55And each of these typically have four basic functions to them. So one way to think about it is, how do I use AI for my business or my niche? Well, here we've found 200 different ways you can use AI for most folks in our community, but you may only need Vetti to vet real estate deals at some times. You might only need instant partner insights when you're vetting a partner. You're not going to be using all of these every day, but some of them I think you'll find highly valuable and relevant to your business. So the really interesting thing about family offices and using AI for what we're all doing is that the most exciting things you couldn't even ask AI to do a year ago, or you couldn't have your team do just a year ago.

11:34So it's hard to have confidence in which way to go, I find, when we're speaking to folks. But one thing I'm highly confident on is that if you gave a carpenter, an electrician, and a roofer a single toolbox, probably none of them would be happy. And they're not even going to use that toolbox very much. They'd pick out like one or two tools and like throw out the rest, right? And so if you think about who's on your team, you might have somebody who, like on our team, Vanessa runs our events. What does Vanessa need from AI? It's very different than what I need. Someone on my sales team needs something very different than an event manager.

12:06Someone on your team managing real estate assets or oil and gas or in charge of due diligence needs something very different than other people on your team, right? And so if you use generic AI and you just go to ChatGPT, you're going to get generic results. If you use one toolbox for everyone, some people just won't use it at all because it's so lame of a result for them. But if you build out a custom AI coworker for every major role in your company and you ask every salesperson on your team, how do you use AI right now? What takes up your time? What really moves the needle? What takes a lot of follow-up?

12:42What's the detailed data-related work? What databases do you need to reference? What's the CRM you use? Are you using Fireflies or Zoom to transcribe every call? What are the KPIs? What are the three things you want you to say on every phone call? And you program that all into a sales intelligence center so your sales team has a custom workbench and a custom toolbox just for them and how they need to be leveraging AI. It's a version of me building out 50 AI tools for Family Office Club because most of you are founders or run a fund or are acquiring things with capital. So most of you are going to need these different types of AI tools, but it's still this big fat cheesecake factory menu of 50 things, right?

13:19This is saying to your team members, don't worry about digging through 50 things. Don't worry about, like, most people hand their employees an AI login and say, oh, here, now we can use claw.ai. Maybe don't upload stuff with social security numbers or risky things and, like, try to use it often. And, like, that's the guidance they get, right? And so instead, you should be saying we've built out a sales intelligence center since you're in sales, these are the seven modes it can operate in. Here are the 20 to 30 things it can do. Here are case study examples of it. They don't need to know what a cloud skill is.

13:51They don't need to go through 50 tools. They don't even need to know about the 12 intelligence centers in your business for all the other areas. All they need to do is use the sales intelligence center because that's their role, sales. And it's a custom toolbox workbench just for them. This has been super powerful. We have us going in place for some sent to millionaires, some family businesses with tens of millions of dollars a year in revenue. We're putting in place for a group here in the room that manages a couple hundred million dollars in a private equity platform. We run our business off of these intelligence centers.

14:25And before this, we had our sales team using a custom GPT, and they were using it 1 ,500 to 1 ,800 times a year. Then we put the sales intelligence center in place, and they're using it hundreds of times in a single week. so the uses went up 5 to 10x. So basically, a lot of people who use AI, McKinsey, the bottom here, says that 88 % of people are using artificial intelligence, people meaning business owners and business professionals. That's like riding a horse bareback. Like, you might fall off. It might randomly go in different directions. You don't even have reins for the horse, right? If you have just a rope around the neck, that's basically like, oh, I've learned prompt engineering.

15:03Like, I can sort of direct it, tell it what I want and don't want, et cetera. GPS and RAINS would be context engineering. Oh, it's plugged into your data. It's plugged into maybe email or Google Drive or spreadsheets, et cetera. It knows who you are. It knows where you're trying to go. It knows you, et cetera. That's the level three there. That's about 4 % of folks. Prompt engineering, about 11 % of people have studied prompt engineering and are decently good at it or remember to use it. And what's less than 1 % is this last section here. And that's having a custom harness for every role in your business so that, and less than 1 % of people have that.

15:40And it's basically saying, like, if you're going to be doing event management and you have event management best practices and every Marriott contract you've signed the last 15 years and all the things you check for before signing an agreement and all the KPIs for making sure an event goes well, like roles and responsibilities, et cetera, then that is going to give you the maximum amplification of your team using AI. So a lot of the studies from Harvard Business School and BCG show somewhere between a 14 % and 33 % faster work being done by everybody and a 40 % better quality of work, less mistakes, less things forgotten.

16:20if you look at any process, like investor reporting, you need to do quarterly perhaps, and you look at seven years of quarterly investor reporting, there was one quarter where someone wrote up a really amazing write-up, and they touched on multiple things and did a great job disclosing this, and what's going well, what's not, graphics, everything. And maybe there's two or three that are way better than the rest. You could study all of those, identify all the best practices, look at what you wish we did, but we most of the time forget to do, look at all the institutional best practices and codify that into a 17 or 27 point checklist of what every investor report should always have and make it look institutional quality like it's from a publicly traded company and do all of that so every investor report goes out four times faster, looks institutional quality, and uses every best practice you wish you always remember to use but forgot most of the time.

17:06That's like an easy example that people can benefit from that are likely here in the room, whether you're conducting due diligence and reporting to someone else in the family and what you're about to invest into or whether you're managing capital for somebody else. So we won't go through all the examples here just to save time. But if you have a different workbench for each person in the team built out, then you can do a software implementation and perhaps do it yourself without even an implementation consultant that's $25 ,000 to$50 ,000 where you can get things done months earlier. We moved platforms a couple years ago we spent$25 ,000 on a consultant that took us like in the wrong direction it took us nine months then with AI and using it in this way we moved platforms again and we got almost all of it done in nine days with no consultant at all because it could just instantly help us in real time and look at things in more detail than a human ever could when we implemented sales intelligence for our team Xander and our team without me asking him for feedback said it was like turning on God mode for sales.

18:09Because he could look at anyone, he could look at his day, see who all his phone calls were with, look at all past discussions and email, CRM, Firefly's transcripts, get a summary of what has been discussed, who the person is by looking it up dynamically online, what the agenda is for that call, what to say on the call. And while on the call, he can be saying what the objection or what the challenge is. And in real time, it helps augment his thinking and tell him, remind him that we have some webinars recorded in the past, We have people in our network that are very specific to this prospect's needs, and it helps him dial in and be more effective and more supported.

18:45So that's why we're excited about this. We've been spending a lot of time dialing this in for our team. Most companies need 7 to 12 intelligence centers is what I found. You could develop more, and any time you do a large software implementation or transferring to a new CRM type process, it's good to have essentially an intelligence center for that. because it can save you a mass amount of time. The other thing we've been implementing lately is making it so there's AI agents that sweep either every five minutes or one to five times a day and look for everything in your industry or everything said about your company or a piece of deal flow or a niche industry.

19:25If you are in the civil engineering space and you want to know everything going on or any post online from the founder or owner of a civil engineering firm because that's the niche you're in, then you can have it alert you every five minutes and shoot you a slack message or shoot an email to that person and have just ai sweeping the internet for anything said within your niche on a constant basis and it's like literally free almost free to do that these days so there's no reason not to have things out there helping you identify deals follow up with folks identify leads and move faster in all the different parts of your business So we have a worksheet that is available if you deploy this yourself using the tools within your member portal.

20:10We have a worksheet you can use for asking your team members about how they're using AI now and how to dial in each of the intelligence centers. We've created templates for you, which I'll get to in a second here, but the templates allow you to upload the zip file, and then you see how our intelligence centers are built out, and then you can be building this out for yourself and your team. And it allows you to, if you want to, once it's in place, you can have it reporting to Slack or your chat function for your team. And then it will report usage. So Claude will just tell you if your team member has logged in and what percentage of their tokens you've used.

20:47That's all it tells you. I guess Claude doesn't think you'd want to know how often they're using it or why they're using it or best practices. So we've developed a reporting system where it reports to Slack a summarization of the usage and who's using it, how often, in what ways, novel use cases, and in that way the system can improve itself, read those, suggest improvements, et cetera. It also basically allows you to have memory and look back at who used it when in the past, how often have they used it, create a pie graph of who's using it in different ways, and maybe they should be using it in a few ways, and they're using it in even better, unexpected ways, or they might need training on exactly how they should be using it.

21:25we built in privacy protections to it you can get graphs to show exactly like I said which of your team members are using it the most least you might find that someone's not using it at all they say oh yeah well my computer's seven years old it was just slowing down my computer too much oh okay let's get you a new computer so it's useful to have that and it doesn't come with Claude normally so I would just encourage you to pick your first intelligence center maybe for yourself maybe for someone on your team maybe for investor reporting so I shared how we could do that and get that in place before anything else.

21:55We literally created an easy button for getting this into place. It's inside the zip file within the membership portal. So take a look at that. And if you have any questions and need access to that, you can shoot me a note in the app, the Family Office Club app, and just find my name in there and send me a note if you have questions or Jennifer can help you. Probably helped you check in at the front this morning. So in summary, Like Family Office Club, we're giving you proximity to investors. They say that you become the average of the five people you're around, and your inputs equal your outputs.

22:27So if you can more often be learning from Deca Millionaires and Centimillionaires and Family Offices, how they think, how they build a business, how they use AI, how they invest, how they structure deals, that's the whole point of our masterminds, our summits, our super summit. In December, you'll have 110 people providing you with insights from on stage. age. Super intelligence, all our AI tools, and then helping you scale your business platform or balance sheet more. So for today, just know that some of the people in the room who are the wealthiest might be the quietest. They might be the least formally dressed.

22:57They might not have like a five inch Rolex watch on their wrist, right? Like some people are just very low key and they already have a thousand employees or a hundred K ones. The last thing they need is more attention on themselves and more pitches. And they might just say, oh yeah, well, we're in the car wash space, but they might've just sold their a hundred million dollar platform of car washes, right so just know that like in the family office space many times people don't have a title of oh yeah i run the big family office they might just say oh yeah we're in this business you know they're very subtle and humble about it um and so that's just um something to know about the space no matter what conference or event you're at um and sometimes the amount of wealth someone seems to have is an inverse relation to their actual amount of wealth not always but just sometimes so i would encourage you to create a relationship first every family office i know would rather invest with someone that they trust and have deep conviction in, even if they're promising way less returns than someone that promises the moon and promises massive returns, right?

23:49Like at the extreme, that's like the online scams or something like, oh yeah, we've got a billion dollars of this currency from some country that's broken and now it's gonna be real again. And like, that is like zero trust promising massive returns. You wanna be the opposite of that. You wanna build so much trust and relationship and add value first that they're investing in you as a person and what the money goes into, they trust because they trust you. you're 16 times as likely to close a transaction with someone you met in person you're also way more likely to pay attention all day if you're in person so we encourage you to be here in person we have a lot of people live streaming this event today uh we encourage you to come to our mastermind in october in person and you will learn things about deal structures you've never heard of anywhere else and then come to our super summit in december already covered that and then anything you hear at this event or any webinar uh for the rest of your life you know always like do full due diligence even if someone says they're our friend or sponsor or have known us forever Always walk the manufacturing floor.

24:40Do the full background checks. Do your full due diligence and then more. And don't skip steps just because someone says that they know them. So that's it. If you want to learn more about our deployment kit and you're a member with us, you can go to the membership portal and download that within the AI hub. If you want to learn more about the hyperintelligence system and what we do, you can go to hyperintelligent.com and see what we do. We're helping some family offices with hands-on implementation, but really as a member, you have access to deploy it yourself if you'd like.

25:12If you are a founder, raising capital, developing real estate, or you're an investor, we'd love for you to get involved in the Family Office Club. I've run this community for 18 years now. We've hosted 300 live events. We have 17 million social media group members and followers. We have the number one YouTube channel on Family Offices. We have the number one most popular podcast on Family Offices. You can learn more about us and our membership options at familyoffices.com. We have 30 in-person events planned in 2026 and another dozen events this year. Please go to familyoffices.com to learn more.