Table of contents

At InvestorKit, there are key fundamentals that guide how we approach sales calls. These principles ensure that every client interaction is meaningful, personalised, and impactful:

Your role is to help clients make an informed decision, not just to sell to them. Guide the conversation with empathy and insight, offering clarity where they need it most.

Great question! We follow a conversation structure called CUPID, and it stands for; Connect, Unpack, Pitch, Influence, and Decide. They represent the intention behind that particular stage of the conversation and are designed to help you develop a strong relationship with client, understand their goals, build trust and ultimately guide the client conversation seamlessly and effectively to a resounding ‘YES’!

Let’s break down each stage of the script

Build rapport with the client by establishing trust and creating a comfortable, engaging environment. This is where you lay the foundation for an open and collaborative conversation.

The first part in the sales call is all about connecting, the first few minutes set the tone and help establish rapport. People make judgements very quickly about whether they like you or not, so this is a very critical part of the call:

What is a framework I can use to do this?

The FORD framework is similar a handy tool to build genuine connections and establish rapport with clients.

But what does FORD stand for? Click below to find out:

You don’t need to cover every single point in the FORD framework in each conversation. It’s there as a guideline to help you naturally engage with clients. Pick a few areas that feel most relevant based on the flow of the conversation—no need to go in any particular order.

Building rapport is about getting the client talking, not just filling time with small talk. When clients are sharing about themselves, you start to see their motivations, concerns, and what they value most. That’s powerful information for you because it highlights how our services can actually help them.

Remember, active listening is key. Acknowledge what they say and ask follow-up questions, but avoid over-sharing your own experiences—it’s all about keeping the focus on them.

By prioritising this connection, when you eventually discuss solutions, you’re not just making a pitch—you’re showing how our service aligns with what matters to them.

A frame for a call is a way to set the tone, structure, and expectations right at the beginning. It helps guide the conversation, making sure both you and the client know what to expect.

It’s like saying, “Here’s how this call will go, and here’s what we’ll achieve.” This keeps things focused, makes the client feel comfortable, and positions you as the leader of the conversation.

It also helps to get a commitment early in the call that they’ll let you know how they’re feeling. This way at the end of the call you can come back to this.

What do you think about the above calls? No activity here, but a reflection task for you.

Discovery is the most important part of the sales process at InvestorKit. It’s where we connect the dots between understanding what the client actually needs and showing them how we can deliver it. Every property investor is different—different goals, different experiences, different challenges. Discovery is how we cut through the noise and get to what really matters to them.

Here’s the thing: Discovery isn’t about running through a checklist or sticking to a script like a robot. It’s about being genuinely curious. Your job is to dig deep—figure out why they’re on the call, what’s holding them back, and what they need to feel confident moving forward. You’re not just asking questions; you’re uncovering the why behind their decisions.

Curiosity is everything. The discovery script? It’s your toolbox, not a to-do list. You pick the questions that make sense based on what they’re telling you or what the setter has already uncovered. The key is keeping it real—focused, conversational, and impactful.

Think about it like this: If a friend came to you with a personal problem, you wouldn’t jump in with a million solutions. You’d listen first, understand the situation, and then respond thoughtfully. That’s how discovery works. Be engaged. Be present. Show the client you’re there to help, not just sell.

At InvestorKit, we believe great discovery isn’t just about gathering information—it’s about building trust. When done right, it sets the stage for a personalised pitch that makes it obvious: we’re not just a buyer’s agent; we’re the right buyer’s agent to help them hit their goals.

Here’s two more calls for you to have a look at now:

The key to a successful pitch is having a deep, confident understanding of the value each part of our service provides—and, most importantly, why it matters to the client. We’re not here to act as walking brochures, repeating information. We’re here to deliver overwhelming value that resonates with the client’s needs and goals.

If a client ends the call saying, “I just don’t see the value,” or “The fee is too high,” it’s a clear signal: the value wasn’t communicated effectively. Your job is to bridge that gap, helping the client see not just what we do, but why it’s worth it for them.

A good pitch shouldn’t seem “salesy”, it shouldn’t be a perfect monologue. It should be engaging and referencing things they’ve told you in your discovery.

The pitch deck is a powerful tool to communicate our value, but its true impact comes from how you engage the client during the presentation.

Click on each tip below to see how:

Here are some more examples of the team pitching our services to the client

Confidently handle objections, clarify concerns, and reinforce the value of our service. Use this stage to guide the client toward seeing how our solution is the ideal fit.

One of the most effective frameworks for navigating objections and digging into why the client has presented the obstacle is the ACA Framework. ACA stands for Acknowledge, Clarify, Address—is your go-to strategy for handling any objection or question during sales conversations. While I’ll provide specific responses for common objections, this framework ensures you’re always prepared to navigate any situation with confidence and clarity.

The ACA Framework

1. Acknowledge:

Start by recognising the objection or question without rushing into a response. This demonstrates that you’re genuinely listening and taking their concern seriously.

Example:

“That’s a great point—I completely understand why you’d be thinking about that.”

2. Clarify:

Dig deeper to uncover the root cause of their concern. Ask open-ended questions to fully understand their perspective and hesitation.

Example:

“Can you tell me more about why that’s on your mind? What’s the main thing you’re concerned about here?”

3. Address or Ask:

Deliver a tailored response that directly speaks to their concern, showing how our solution is designed to meet their needs or resolve their issue.

Example:

“Here’s how we’ve helped others in the same situation: [specific example]. Our process is built to handle exactly this kind of challenge.”

Then Transition with Confidence

Once the concern is addressed, smoothly guide the conversation forward.

Example:

“Does that help clear things up? If so, let’s talk about the next steps to move this forward.”

Final Tip: Stay Curious and Honest

Objections are opportunities to understand your client better. Always approach them with curiosity—most concerns stem from deeper uncertainties. And if you don’t know the answer, embrace honesty:

“That’s a great question. Let me get the exact information from my team so I can give you the best possible answer.”

This combination of empathy, clarity, and tailored solutions will set you apart as a trusted advisor, not just a salesperson.

Here’s some more objection handles as examples, and think to yourself knowing what I know, what would I do differently?: Sam objection: link

Justin Objection: link

The close is where the game is won. It’s not about pressuring; it’s about leading. Your client has trusted you this far, and now they need clarity, confidence, and direction. This is how you get them across the finish line.

Step 1: Recap Their Goals (Why We’re Here)

Start strong by reaffirming what they want and why they’re speaking to you. Make it personal by tying your solution to their desired outcome.

“So, just to recap, you’re looking to build a property portfolio that generates $120,000 in passive income within the next 10 years, so you can spend more time with your family and less time stressing about work. Does that still sound right?”

Step 2: Address Final Concerns (Remove Doubt)

Call out hesitation instead of waiting for them to bring it up. Show empathy by validating their fears, but redirect their focus to the solution.

“I know making a decision like this can feel big—especially when it comes to something as important as your future. But let me ask you this: do you feel like InvestorKit will help you achieve the goals you’ve shared with me today?”

(Wait for their response, then address anything specific.)

Step 3: Outline Next Steps (Make It Easy)

Be clear and remove ambiguity. The next step should feel effortless. Emphasise momentum by showing how taking action now moves them closer to their goals.

“Here’s what happens next: I’ll send over the agreement right after this call. Once that’s signed, our strategist will reach out to schedule your session within the next 1-2 weeks. By then, we’ll already be building the roadmap for your first property. All we need from you today is to say, ‘Let’s go.’ Does that sound good?”

Step 4: Ask for the Sale (Lead with Certainty)

Be direct. Don’t dance around it—ask confidently. Reassure them that this is the right move.

“So, are you ready to get started today? Let’s get this locked in and get you one step closer to hitting your goals.”

Reaffirm the timeline: “Waiting doesn’t get you closer to your goals. This is about starting now, so you’re where you want to be in the next 5, 10, or 15 years.” Share social proof: “John and Sarah were in the same spot last year. They started with us and now own two properties with $200K in equity.”

The close is about showing them they’re in good hands. Your confidence in their success becomes their confidence in the decision. Now go out there and close like a beast

Tips for improving your communication

Here’s the link to what might just be one of the best FREE sales trainings out there. If you haven’t fully clicked with what we’ve covered so far, mastering this will put you on the fast track to being elite. No excuses—just results.