Struggling to Raise Finance for Your Deals? You’re Probably Overlooking This…

by Jackie Tomes 

Whilst writing this blog, I’ve been exploring Saint-Émilion, Bordeaux… tasting wine, enjoying the countryside, and soaking in the rustic French charm.  

Over a glass of wine, Dave and I -- as usual -- ended up talking about business - big picture stuff, not nitty gritty operational stuff, that’s banned out of ‘working hours’ 😉  

This time, the topic was raising investor finance. 

See, when enjoying a bottle of wine, we often forget everything that went into it. But after days driving past vineyards, seeing winemakers battle the elements and nurture vines, you’re reminded…   

A bottle of wine is just the end result of a process that takes time, care, and intention. 

And it’s exactly the same with securing investor finance. 

The problem is, many property investors fixate on getting the “bottle on the table” -- the investor cash in the bank -- without following the steps that make that possible. 

But like with wine, the money is just the end result…  

If you want investors to fund your deals -- consistently -- you need a process that makes that outcome inevitable. And that’s what I want to give you in this article.  

I’m sharing the same process we’ve used to raise over £7 million in investment for Tomes Homes. 

And if YOU follow it, securing finance will be simpler, more enjoyable, and far less stressful. Which will make it a heck of a lot easier to do more deals, and scale your business. 

Let’s get into it. 

Step 1: Choose Your Business Model 

Let’s start with something many property investors overlook: getting crystal clear on what you do. 

I’m talking about your business model (most people call this a ‘property strategy’): the type of deals you do and where you do them. 

For example, are you focused on HMOs in Birmingham? Commercial conversions in Manchester? Single-lets in Southeast London? 

Maybe you’re dabbling with multiple strategies. But I’d recommend committing to one primary business model (at least temporarily), because that clarity will make you way more investable. 

I learned this the hard way. Early in my property journey, I did a 1-bed flat refurb. It worked. And I raised finance to do more.  

Without realising it, I was laser focused on one model, which gave investors confidence in my offering… and made it appealing to invest in my deals. 

It was only after I got distracted by “sexier” strategies that securing investment became harder. Why? Because I wasn’t clear on exactly what I was doing in property anymore.  

Which meant investors weren’t clear either… and were much less willing to invest their cash. 

So, before anything else, get crystal clear on what you’re doing and where you’re doing it. 

[Action Step] Choose ONE business model. Stick with it, at least until that model works really well. 

Step 2: Does the Deal Stack? 

It’s easy to fall into the trap of thinking, “I’ve found a deal… now I just need to raise money”. 

But before asking anyone to invest, you must know the deal actually works.  

This makes you attractive to investors, because you’re someone who’s done the work, understands the numbers, and is clear about potential risks AND rewards. 

So take a step back and really look at it. 

Ask yourself: why are you buying the property? What will you spend on it? What will it be worth after that? What will you rent it out for? 

And for an investor: 

• What return are they getting?  

• What’s their security?  

• What happens if the refinance doesn’t come through as planned? 

By answering these questions, you move from just doing deals to being someone investors trust and are excited to work with. 

[Action Step] Look at each part of the deal: purchase price, refurb budget, end value, rental income. Then look at it through an investor’s eyes. Does it stack for you and them? 

Step 3: Your Investor Proposition 

Once you find a deal that stacks, it’s important to dive deeper into how an investor fits into it (your investor proposition). 

For example, consider different ways to structure a deal. Maybe you’re doing loan agreements. Maybe it’s equity with JV partnerships. Can you explain
 how you’ll put that together? 

Or say you’re using bridging finance… a lender will usually take the first charge. So you need to know how much someone has to invest to access the second charge. 

(If you need 500k for a deal, someone bringing 50k won’t reasonably be able to access that second charge.) 

Getting crystal clear on what returns you can offer is another big one. For example, if you're at 20% returns on the cash held in after refinance, maybe you could offer an investor a 10% return. But if you are only returning at 8-10% on the cash held in after refinance and you are paying 10% returns it isn’t going to work! 

And we also want to know timeframes: like how long the works will take, and how long the refinance process needs. 

Finally, have an exit plan. A plan for how the investor will be repaid… even if things don’t go exactly as expected. 

When I wasn’t clear on these things, and couldn’t communicate them confidently to investors, I didn’t raise finance. When I got clear, I did.  

It makes all the difference. 

[Action Step] Get clear on your proposition before speaking to potential investors.  

Step 4: Build Your Investor Pipeline 

This is where you start talking to potential investors. 

It may surprise you, but this is not about hard pitching or selling -- it’s actually about listening. 

When I sit down with someone, I’m not trying to sell them anything. I’m asking questions.  

I’m curious what’s going on with them. What’s their experience with trying to get their money working? What problems have they faced? Is what we do the right thing for them? 

Those are the kinds of conversations I have. 

And this doesn’t happen all at once. It’s a process. Someone shows some interest, they learn more, they understand what we do, and eventually they might invest.  

Like dating -- where you generally don’t meet someone and get married instantly -- you usually don’t meet a potential investor and jump into a deal. 

What works better is building a real relationship. Give people the opportunity to get to know you and what you do. Let it unfold over several interactions.  

That's how real trust is built. And over time, you’ll create a pipeline of eager investors you can tap into for funds, whenever you need them. 

[Action Step] Remember: raising finance is a process. Focus on real conversations and relationships that develop over time -- not hard pitching or selling. 

Step 5: Tell People What You Do… Even When It Feels Uncomfortable 

By following these steps, you have structure. Now it’s time to talk to more people. 

Most investors we’ve worked with actually came from our existing network. People who already knew us, and found out what we did. 

Why? Because we talk about it. 

That’s why I recommend making this part of your everyday conversations. Mention it to taxi drivers. Chat about it at school pick-up. The more natural and frequent those moments become, the more people understand what you do -- and how you can help. 

Consistency is key here. 

Because with consistency, those conversations compound into lots of lucrative opportunities, sometimes in very unexpected places. 

People start reaching out to you. You have warmer conversations. Even if someone you talk to isn’t a good fit to invest, they might introduce you to someone who is. 

And yes, mindset gremlins will show up. You’ll take a “no” personally. You might wonder if you’re good enough or if you’re ‘ready’. But you’ve got to push through it. 

Because the more you talk about what you do, the easier you'll find it to attract investors, month after month… and without the awkward pitching or pressure. 

[Action Step] Start talking about what you do in everyday conversations. Investors can only connect with you -- and give you funds -- if they know you exist! 

Final Thoughts 

Raising finance isn’t some magical skill you either have or don’t. It’s the result of a clear process that starts long before you ever speak to a potential investor. 

Just like a bottle of wine... it’s the end result of the whole nurturing process that came before it. 

So, choose one business model. Make sure your deals stack. Develop your investor proposition, build your pipeline, and talk about what you do consistently. 

Do these things, and raising finance will become simpler, more enjoyable and more sustainable.  

Which, as you can imagine, will make it way easier to secure more deals -- and scale your business. 

To doing more deals and going on holiday every 6 weeks, 

Love Jackie x