How do I clearly communicate InvestorKit’s Value?
This next part is all about helping you explain the value of what we do, clearly, simply, and with confidence. You’re going to hear people say things like, “Why would I pay someone to help me buy a property?” and if you can navigate that conversation well, you’re halfway to a referral. In this section, we’ll show you how to shift their thinking, break down what actually goes into a smart investment, and learn how to communicate the value of InvestorKit the way we do: with stories, examples, and straight-up results.
Commonly in conversations with friends and family, they’ll ask about the value they get for their investment with InvestorKit.
They will typically ask something like: “Why would I pay a company to buy an investment property? Why wouldn’t I just go and buy one myself?”
This is the part of the conversation that, if you nail, will give you a good shot at bringing this client onboard.
It’s important to start here by not talking about the value we will provide, but the value we have provided to clients and why they consistently return, not to pay our fee just once, but multiple times.
The key here is simple: we make our clients more than we cost them.
Let’s say someone is going to buy an investment property. What are they likely to do?
- Buy in their own backyard (locally to where they live)
- Buy a house and land package
- Research a growing area and buy there themselves
What’s the problem with these approaches? (Click the arrow to expand)
Buying in their own backyard
Markets all move at different stages of their growth cycles. It’s very unlikely that a market local to where they live is going to be the best-performing asset they could purchase. If they buy in a market that’s not growing, what’s the point? Their money could have been invested elsewhere.
Buying a house and land package
It’s easy and sounds enticing. A brand-new house, depreciation benefits—it seems perfect. But what’s the dark side of buying an investment as part of a development?
- High supply markets. Good investing is about buying into low supply markets. A new estate means hundreds of similar properties competing for buyers and tenants, limiting capital growth.
- Lack of data. We don’t know the stage of the growth cycle because the market doesn’t exist yet. Investors are buying blind.
- Building delays. While construction is ongoing, they’re paying off the loan without any rental income.
- Liability vs asset ratio. In property investing, as much money as possible should be in the appreciating asset (the land) rather than the depreciating liability (the house). With a new build, they’re paying a premium for a house that starts losing value immediately.
Research a growing area and buy there themselves
There are a few things to consider here. First, how will they do this research, and do they have the time? We invest over $500k per year into market research to find markets that aren’t just growing now but will continue to grow. It’s easy to enter a market too late—the trick is being early or confident in sustained growth.
Even if they identify the right area, do they know which part of the area? Are they visiting the market, walking the streets, speaking to agents, and getting on-the-ground knowledge?
How will they get access to properties? We buy 70% of our properties off-market. In a heating market, if a property has already hit the open market, it’s often too late—there’s too much competition.
Do they know how to filter investment properties? We have a 21-point due diligence process, meaning we reject the vast majority of properties we assess. Here’s an example:
April 2024: • Properties found: 2307 • Properties rejected immediately: 2219 • Properties that passed our initial filters: 88 • Properties purchased after successful negotiation: 44
Total properties that either didn’t pass due diligence or were overpaid for: 2263
So here’s the reality. If someone can match our research, our on-the-ground work, our due diligence, and our agent relationships, then yes, they might be able to do it themselves. But they would have to compete with us in these markets.
The key here is to shift their perspective on investment and then hit them with how we do what we do better than their intended approach.
So how do I pitch InvestorKit's value?
Have a watch of the below videos on part of our process. Ask yourself, what value does this bring to the client and how would I communicate this. In the Referral Trainings we will practice this.
Strategy:
Research:
Acquisitions:
So, can they actually strategise, research and source properties or build portfolios like we can? And if they can’t… what’s the real cost of that? On the flip side, what’s the value of getting into the right property, in the right market?
At the core of this is one thing: can you really listen to someone’s plans, and figure out—is the path they’re on going to get them where they want to go?
Then it’s about bridging that gap. How would InvestorKit help them—and how do you explain that in a way that lands?
The truth is, this takes practice. That’s what our referral workshops are all about, getting good at this, together. But let’s keep learning some of the fundamentals to prep you for these workshops.
Pitching Framework
Pitching isn’t about explaining what we do. It’s about making it matter to the person you’re speaking with.
Here’s how to do it:
- Acknowledge their situation clearly
Show them you’ve listened. Reflect their pain point back to them.
“So you’ve got some equity and you’re keen to invest again, but you’re not sure where to start…”
- Link to what we do
Bridge their need to our offer.
“That’s exactly where our Strategy service comes in. We work with clients in this position every day to map out how to best use their current position and reach their long-term goals.”
- Add proof or a client example
Reinforce credibility and build belief.
“We had a client in a very similar position late last year—owned two properties but wasn’t sure how to scale further. We showed them how they could reposition their portfolio and now they’re already onto their fourth.”
- Explain the value, not the feature
Focus on why it helps them, not what we do.
“This isn’t just about knowing what to buy, it’s about confidence that your next move is the right one for your goals.”
- Check for alignment
Loop it back to them.
“Does that sound like the kind of support you’ve been looking for?”
Here’s a few examples:
Strategy
The client doesn’t know how to best invest (e.g. has equity, income, or a vague goal but no real plan).
Client says:
“I know I want to build wealth through property, but I’m not sure where to start or how to use what I’ve already got.”
Your pitch:
“Sounds like you’re in a strong position—you’ve got the means to invest, but the real challenge is clarity, right? That’s exactly where our Strategy service comes in.
We help clients map out a clear, step-by-step plan based on where they are now and where they want to go.
For example, we worked with someone last quarter who had two properties but felt stuck. Within weeks, we’d built a portfolio plan that showed them how to scale to five properties and build $150k passive income.
This is about more than just buying a property—it’s about making your next move count.
Would that kind of strategic clarity give you more confidence moving forward?”
Research
The client doesn’t know where to invest (they’re overwhelmed, time poor, or stuck in analysis paralysis).
Client says:
“I just want to make sure I’m buying in the right place, but there’s so much conflicting info out there.”
Your pitch:
“Totally get it—there’s so much noise in the market, and it’s easy to get stuck in research mode. That’s where our Research team comes in.
We invest over $500,000 a year into research and use 40+ data indicators to find the best-performing markets, before they hit the headlines.
One of our recent clients had been stuck for over 12 months trying to decide where to buy. We helped them land in a rising market that’s already grown 10% in the last six months.
This isn’t about picking a hotspot—it’s about picking a smart, sustainable market based on real data.
Would having that level of certainty help you move forward?”
Acquisitions
The client doesn’t know how to buy the right property—they’re not confident negotiating, or they’ve missed out on opportunities.
Client says:
“I’ve been looking for a while, but I keep missing the good ones or I’m worried about overpaying.”
Your pitch:
“Yeah, that’s a common frustration—especially as markets heat up. That’s exactly why our Acquisitions team exists.
They’re buying properties every week in our target markets, and have on-the-ground relationships that give us access to off-market and pre-market deals—over 70% of our purchases never hit realestate.com.
Take one of our clients earlier this year—they’d missed out on three properties before coming to us. Within 30 days, we’d secured them a property; off-market, and negotiated on terms that gave them extra flexibility.
This is about getting into the right asset, not just any asset—and doing it with confidence.
Is that the kind of support you’ve been missing?”