When Should GPs Hire Investor Relations Support?

The simplest answer to this question is that GPs should hire sooner than they think. 

Most GPs didn't get into real estate investment to become a full-time salesperson. You got into it because you know how to find great deals, create value, and deliver returns. Yet here you are, managing a CRM, chasing down leads, running webinars, following up after conferences, and still trying to keep the rest of the business running.

When firms start, GPs are usually raising from friends, family, and network referrals. These are warm leads, often with preexisting relationships. Raising capital feels manageable, almost easy. But eventually, that network runs dry or your target raise amount becomes higher than your network can support. Now, you need new leads and fresh capital.

So, you start running ads, webinars, or attending speaking events. Suddenly, leads start coming in faster than you can keep up, and "I'll follow up tomorrow" turns into three weeks later, when the opportunity has gone ice cold. Worse, you're wondering why those "great first meetings" aren't closing. You've spent money, but you're not seeing the results.

All GPs hit a crossroads: keep grinding and risk bottlenecking your growth, or bring in the right help at the right time. This article is about knowing when you've reached that point and how to recognize it before you burn out, miss opportunities, or stall your raise.

When You Shouldn't Hire

GPs who are still successfully raising capital from friends and family do not need to hire an IR professional. In fact, bringing on another person to manage your relationships could be detrimental to your goals. Your network expects to connect with you directly.

However, there are benefits to being in control of your IR sales process: 

1. You know your deals best. 

2. You learn more about investors and what matters to them.

3. You can start building a sales process and documentation to use when you're ready to hire. 

GPs can run their sales process successfully, particularly in the early stages. However, when you start scaling, you need to consider whether you have the capacity to run sales, but also whether it's the best use of your time. 

Hiring to Scale

When GPs start scaling their firm through cold lead generation, that is the moment they need to consider engaging help. Raising capital requires time, usually much more time than GPs realize. Raising from a warm network might result in a ~30% conversion rate (1in 3 meetings).  Plus, investment amounts tend to be higher because there is a higher degree of trust. 

Once you start raising from cold leads, everything changes. The industry average conversion rate of first meeting to commitment drops to 1 in 10. 

Let's do some math. 

If you need to raise $1 million, and your average commitment amount is $100,000, you need 10 investors. Based on industry averages, to close 10 investors, you need to have 100 first meetings, plus subsequent follow-up and meetings. 

IR sales are time-consuming. If you're averaging just two to three new investor meetings per day, you'll quickly stack up 10–15 active prospects per week. Within a month or two, that's dozens of investors in various stages of the pipeline, each needing attention while you're still running the rest of the business.

Speed to Lead is Critical

The moment GPs start marketing deals, whether through paid ads, webinars, speaking engagements, or lead magnets, they're playing a different game. Now, speed-to-lead becomes critical to success. 

These investors are talking to multiple GPs, and the one who responds first has the advantage. Making first contact can't happen tomorrow or even at the end of the day. Successful IR sales require making contact within 60 minutes of the lead hitting your CRM. That's the window when your name is fresh in their mind, your offer feels relevant, and they're most likely to book a meeting. 

For many GPs, that 60-minute window becomes a debilitating handicap. They can't drop everything when a fresh lead is delivered.

The self-check here is simple:

• Do I have the time to consistently follow up with every active lead?

• Do I have the desire and skill to manage a structured sales process?

• Is this the best use of my time as a GP?

Many GPs realize too late that investor follow-up is pulling them away from sourcing deals and carrying out business plans. If you're spending more time chasing new capital than executing your investment strategy, you're past the point of needing help.

Hiring Investor Relations Support That Fits Your Needs

Each firm's needs are unique. Some scale quickly while others focus on a more boutique offering with lower capital requirements. 

If you've reached the point where you know you need help, the next step is deciding what kind of support fits your strategy.

Appointment Setter: GPs Maintain Control

Scaling can happen in stages. If you think that no investor relations hire will know your deals like you, you're probably right. And maybe a full-time hire isn't the strategic move. 

Scaling doesn't have to mean handing over the entire investor conversation. If you believe no one will understand your deals as deeply as you do, you're probably right. An appointment setter can bridge the gap, ensuring every lead gets a quick, personal response and a spot on your calendar, while you remain the primary closer.

This option works best when GPs:

• Still have the time and desire to run investor meetings yourself.

• Have growing lead volume, and are able to manage follow-up once meetings are booked.

• Want to protect the personal connection with prospects while increasing speed-to-lead.

Full-Cycle IR Professional: GPs Hand Off the Sales Process

If you're overwhelmed with calls, follow-up, and due diligence questions, or your capital goals demand more meetings than you can personally handle, a full-cycle IR hire can take ownership from first contact to close.

This option works best when:

• You want to free up significant time to focus on acquisitions, operations, or strategy.

• Your raise targets require a sustained, high-volume pipeline of new investors.

• You have the systems, collateral, and onboarding process to set a new hire up for success.

Turning Hiring Decisions into Long-Term Advantages

The decision to hire comes down to your goals, your capacity, and the demands of your raise. Once lead volume increases, sales cycles stretch, and your network no longer covers your targets, dedicated investor relations support becomes a strategic advantage.

The right hire matches the stage and vision of your firm. Some GPs accelerate with appointment setters who ensure fast, consistent outreach while keeping investor meetings in-house. Others achieve scale with full-cycle IR professionals who manage every step from first contact to commitment. In both cases, strong systems, clear processes, and the right training determine success.

Scale IR's Scale Talent service delivers each of these elements. We source and recruit IR professionals who align with your firm's culture and equip them with targeted training and the tools to excel.