PropTech investors look for distribution advantages in a relationship-driven industry.
(Real estate is slow to change — show why now)
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PropTech investors evaluate: distribution advantage (how you reach brokers/agents/landlords), transaction economics and revenue per deal, industry relationship depth, regulatory awareness (varies by market), and technology differentiation vs. incumbent tools like Zillow or CoStar.
For seed-stage proptech: number of properties/transactions on platform, agent/broker adoption rates, revenue per transaction, and geographic expansion evidence. B2B proptech should show 5-10 property management or brokerage clients with clear usage metrics.
Acknowledge it upfront. Show your go-to-market accounts for it: land-and-expand within large brokerages, partnerships with MLSs or associations, freemium tools that convert, or marketplace effects. Investors want to see realistic revenue projections given the sales cycle.
Both work, but B2B proptech (selling to agents, brokers, property managers, developers) tends to be more fundable due to higher revenue per customer and clearer willingness to pay. B2C proptech (consumer home buying tools) requires massive scale to work.
Defensibility in proptech comes from: data network effects (more listings/transactions = better product), deep integrations with MLS/property management systems, regulatory moats (compliance tools), and geographic density (marketplace liquidity in specific markets).
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