Educational Workshop: Raising Capital from Large Real Estate LPs

About This Workshop

​Over two hours, you’ll get an inside look at how large LPs allocate to real estate today — how they evaluate managers, what check sizes they write, which strategies are in favor, and where capital is flowing (and not flowing).
 

​The workshop is split into two parts:
 

​Part I: The Large LP Landscape

​Understand how institutional and scaled private wealth capital allocates today, how mandates are structured, and which sponsors are “institutional ready.”
 

​Part II: Playbooks for Raising Capital

​Learn how to position your platform, stand out in a crowded GP field, and run a capital raising campaign that resonates with sophisticated LPs—featuring real case studies from funds Jonathan has helped raise over the past 12 months.
 

​About the Instructor: Jonathan Glick

​Jonathan is the Founder and Managing Partner of Incubation Capital Partners (Incucap), where he advises real estate investment managers on institutional capital formation strategy, fund structuring, and LP engagement across pensions, OCIOs, RIAs, and large family offices. Over nearly two decades, he has helped raise over $10 billion into over 30 real estate investment vehicles and is known for his practical, market-tested approach to helping managers stand out and scale in an increasingly competitive fundraising environment.
 

​You’ll Learn How To:

​Map the large LP universe

​Understand institutions vs. OCIOs vs. scaled private wealth channels — and how each allocates.
 

​Assess institutional fit

​Track record thresholds, AUM expectations, team build, and operational infrastructure required to raise large LP capital.
 

​Target the right investors

​Align strategy, vehicle structure, and fund size with the LPs most likely to back you.
 

​Position your platform to stand out

​Avoid being “another blue shirt” in a sea of real estate managers.
 

​Run a sophisticated capital campaign

​From materials to messaging to meeting strategy.
 

​Leverage alternative approaches to raising capital

​Modern tactics to build credibility and scale investor engagement.
 

​Negotiate institutional terms

​Governance, economics, and control provisions that come with large LP capital.

​The Workshop Will Cover

​Mapping the Large LP Landscape

• ​Overview of the evolving market landscape 
• ​Nuances of different investor types (Pensions, endowments, insurers, OCIOs, RIAs, and scaled family offices, etc..)
• ​Typical check sizes, mandates, and portfolio construction roles
• ​Fund vs. platform vs. JV allocation frameworks
• ​Emerging manager sleeves vs. re-up capital pools
• ​How gatekeepers and consultants influence manager selection
   

​Institutional Fit & Market Dynamics

• ​Track record depth, attribution, and realized performance
• ​Team build, operating infrastructure, and reporting readiness
• ​GP commitment and co-invest capacity expectations
• ​Allocation pacing, denominator effects, and re-underwriting cycles
• ​Growth of private wealth channels vs. institutional retrenchment
   

​Positioning: Don’t Be Another “Blue Shirt”

• ​Strategy differentiation vs. narrative differentiation
• ​Specialist vs. generalist manager positioning
• ​Platform story vs. deal-by-deal framing
• ​Sector expertise vs. financial engineering
• ​Signaling institutional credibility and staying power
   

​Running an Institutional Capital Campaign

• ​Sequencing your raise and anchoring strategy
• ​Real timeline of a typical raise 
• ​Data room readiness and diligence management
• ​Institutional-grade decks and track record presentation
• ​Reference strategy and investor pipeline management
• ​Navigating OCIOs, consultants, and IC processes
   

​Tools, Case Studies & Negotiations

• ​Dos and Don'ts of successful raises
• ​AI and CRM tools for scaled investor targeting
• ​Anchor dynamics, diligence pushback, and mid-raise pivots
• ​Fee structures, governance rights, and co-invest negotiations
• ​Using social media and thought leadership to build familiarity