How do I use story telling?
Story telling is a GREAT tool, it takes practice but when done well it helps you tell people how good we are without saying how good we are.
Here is James and Lewis diving into how they use storytelling in their conversations with friends and family, including some real life examples:
Storytelling Framework
1. Use the 3-Part Story Arc
A. Situation
Start with who they were, what their problem was, and what stage they were at (i.e. “They’d just sold their house and weren’t sure what to do next…”).
B. Action
Explain what we did for them (i.e. “We built out a personalised strategy and they bought two properties over 12 months…”).
C. Outcome
Paint the result (i.e. “They’re now well on track to buying their dream home, and the investments are already outperforming expectations…”).
2. Let Curiosity Drive the Conversation
• Drop the story in response to “How’s work been?”
• Don’t pitch—tell the story and let them ask questions.
• When they ask, then you start to guide.
3. Tailor the Story to the Listener
Ask yourself:
• Are they risk averse or bold?
• Do they have investing experience?
• Are they interested in growing wealth, lifestyle, or passive income?
Match their profile to the story. Don’t pitch a 9-property journey to someone who hasn’t bought their first.
- Have 4–5 Anchor Stories Ready
These stories should align with the most common client challenges. Memorise the flow of each and be able to tell them naturally.
Here’s a few examples:
Examples:
First time investor who made a mistake
A. Situation
Lorna made a mistake many first-time investors make, she bought a small apartment in her local area based on family advice. It saw almost no growth over a decade, but she kept paying it down, thinking that was the safest move.
By the time she came to us in 2019, she had equity, but no clarity or confidence on what to do next.
B. Action
We built a personalised strategy around her situation. Using the equity in her underperforming first property, we helped her purchase four more properties across four different states—diversifying her risk, increasing her yield, and focusing on high-growth markets.
C. Outcome
Lorna’s portfolio grew to over $3 million, gaining more than $1.1 million in equity. She even pulled some of that equity out to take a career break and travel the world—something she never imagined doing just a few years prior.
Sceptical DIY Investor to 7 Properties in 2 Years
A. Situation
Daniel was a successful business owner who’d already bought a few properties on his own. He didn’t see much value in getting help—until a close friend (who’d worked with InvestorKit) encouraged him to consider a different approach.
He was time poor, constantly missing opportunities, and sick of dealing with sales agents. More than anything, he lacked a clear long-term strategy and didn’t want to risk costly mistakes.
B. Action
We treated Daniel’s property journey like a business expansion. He brought the capital and approvals—InvestorKit handled the strategy, research, sourcing and negotiations.
Over a short period, we acquired seven properties for him across four states. Each purchase followed a portfolio construction plan—starting with foundational assets, then momentum properties, followed by passive, high-yielding assets including unit blocks and commercial.
C. Outcome
Daniel built a high-performing, diverse portfolio without the stress or wasted time. When it came time to buy his dream family home, he asked InvestorKit to negotiate it—because he didn’t want anyone else handling the deal.
He’s now preparing for more commercial purchases and has referred multiple friends, confident they’ll be in the right hands too.
From Priced Out in Sydney to Owning Their Dream Home
A. Situation
Ronald and Daniela, both busy banking executives, were priced out of buying their dream home in Sydney. They had strong incomes but couldn’t justify the purchase without putting too much pressure on their finances.
B. Action
Instead of stretching themselves, we helped them take a strategic detour—investing in three high-growth properties across Australia. The plan was to build equity first, then use it as leverage to buy in Sydney down the track.
C. Outcome
Within a few years, those investments grew significantly in value. They used the equity to secure their dream family home in Sydney—without overextending themselves or compromising their lifestyle.
A smart play that turned short-term sacrifice into long-term success.
From Zero Clarity to Financial Freedom
A. Situation
Michael already had seven properties under his belt, all apartments. But he had no real clarity on whether they were helping him build wealth. There was no strategy, no direction, just a portfolio he’d accumulated over time. He wasn’t sure if he was winning or just holding on.
B. Action
We stepped in and did a full portfolio review. What we uncovered was that several of his properties were underperforming and holding him back. We modelled the future value of staying the course—and then showed him the difference if he sold and redeployed into stronger assets with better growth and yield. The upside was undeniable.
C. Outcome
Michael made the move. He restructured, reinvested, and now has a high-performance portfolio built for long-term growth. The difference? He’s no longer guessing. He’s on a clear path to financial freedom—and projected to make millions more over the next decade.
Accidental Investors to a $760K Equity Uplift
A. Situation
Renji and Bency, a Canberra-based couple with two kids, were already homeowners and owned a small unit they had originally lived in. After upgrading to a house, they kept the unit as an investment, mostly out of emotional attachment and familiarity with the local area.
It was a classic case of accidental investing: no strategy, no yield, no growth. Years later, the unit hadn’t performed, and they didn’t want to make the same mistake again—especially now that their next move would rely on the equity in their home and hard-earned savings.
B. Action
Renji and Bency turned to InvestorKit, seeking professional guidance and a more strategic approach. They were hesitant at first—especially when our plan pointed them toward regional markets they’d never considered.
But they blocked out the noise and trusted the data.
We helped them acquire three investment properties across Regional Victoria, Adelaide, and Regional Queensland—each selected for growth, yield, and diversity. These properties were timed early in their growth cycles and aligned to our broader portfolio scaling strategy.
C. Outcome
All three purchases significantly outperformed. The result? Over $760K in equity uplift—without counting their prior investments.
More importantly, they’ve now built a future-proof portfolio across four properties and multiple states. They’re setting their kids up with generational wealth, and planning their next move with confidence—whether it’s through super or commercial assets.
5. Update Your Library Weekly
• Use Attio to review new signups or success stories
• Check with Strategists or Acquisitions for notable client wins
• Ask: “Any FIFO workers we’ve helped recently?” “Any new mum-and-dad investors we’ve worked with?”
6. Practice Makes Natural
Tell the story 5–10 times so it rolls off naturally. Keep it tight—aim for 45 seconds to 1 minute for a quick version.
🕵️♂️ Discovery in referral conversations
Discovery, what does it mean?
Well pretty simply, it's when you ask someone questions, so you can figure out how or if our service can help them.
When talking to your friends and family about InvestorKit, you owe it to them to really lean in and figure out IF they would really get value from the service.
Here is a video with Lewis and James explaining how it's done:
The 3 C’s of Discovery
A simple framework to guide real conversations and uncover real needs
When you’re talking to a potential client, whether they’re a warm lead, a referral, or just someone in your network—you don’t need to pitch straight away.
You need to discover.
And the most effective discovery conversations follow the 3 C’s:
1. Curiosity – Understand the “Why”
Start by getting genuinely curious.
Forget selling for a moment—just learn. Understand why they’re even thinking about investing. Let them feel heard and reflect on their own motivations.
Ask questions like:
• “What’s prompting you to think about property right now?”
• “What are you hoping this could help you achieve?”
• “Where do you want to be financially in 5–10 years?”
Goal:
Uncover their emotional driver and start forming a connection to their deeper goals.
2. Confidence – Identify the blockers
Once you’ve uncovered the goal, explore why they haven’t already achieved it.
Most people lack confidence; either in themselves, their time, their experience, or past choices. Help them realise that without ever saying it.
Ask questions like:
• “Have you tried doing anything already?”
• “What’s been hard about making progress so far?”
• “What’s made this feel risky or uncertain?”
Goal:
Surface what’s holding them back; these are the problems we solve.
3. Clarity – Show the gap and guide gently
This is where discovery becomes direction.
Start painting the picture of what needs to happen next, and how complex that might be without support. Ask questions that show what’s missing in their plan, and help them realise the benefit of expert help.
Ask questions like:
• “How would you know where to invest right now?”
• “Do you have the time to research markets, speak with agents, run due diligence?”
• “Would it help to have someone walk you through the process who’s done this hundreds of times?”
Goal:
Reveal the gap between their current plan and their desired outcome—then gently show how we close it.
From Discovery to Hand-off
Once they’ve connected emotionally (Curiosity), recognised their limits (Confidence), and seen the complexity (Clarity), the hand-off becomes natural:
“It actually sounds like we could help here—would it be worth connecting you with our team to map it out properly?”
Final reminder:
You’re not here to sell.
You’re here to help them understand themselves better—and see where we fit in.
Curiosity opens the door
Confidence uncovers the need
Clarity shows the path forward
That’s the power of the 3 C’s.
😊 How do I start a conversation with someone I don't know?
Okay, so what you’ve gone through so far is based on the assumption you already know the person and have a pretty good connection with them.
But we know that you’ll be pushing hard to refer to anyone and anywhere. And getting someone to a point where you can start talking property is way easier if there’s a connection. So this little bit is all about how to build rapport.
Here’s the simple truth; people love talking about themselves. The less you talk, and the more they talk, the more they’ll like you. That’s where the FORD framework comes in. It’s a simple structure to keep in the back of your mind when you’re chatting to someone new. It helps you build a proper connection without sounding like a robot or forcing the conversation.
Here’s what it stands for, and how to use it:
- Friends and Family - Ask about the people closest to them. People love talking about their kids and their pets!
- Occupation - Ask what they do, people will talk for hours about their work.
- Recreation - What do they do for fun? This is where people usually light up.
- Dreams and Desires - What are they working towards? Where do they want to be?
You don’t have to hit all four in one go. Just pick up on what they give you, follow the thread, and keep them talking. James breaks this down even further in the below video: