Welcome to the setup pocket playbook. This is your quick guide to being a Setter at InvestorKit.
Getting started at InvestorKit:
What am I setting for?
What is involved in the Residential Buyers' Agency?
What is involved in the Commercial Buyer’s Agency:
What is the main thing I will be selling?
Well, it’s residential that will be the bulk of it.
Do you have any fancy animated videos which break down the service??
What does the service look like?
Great, so where do the leads come from?
These leads come from a variety of places:
- Word of mouth referrals – warmest leads, trust already built.
- Podcasts – InvestorKit, Smart Property Investment, Pizza & Property, plus any Arjun guest spots.
- Facebook & paid ads – colder leads, speed to lead is everything.
- YouTube – similar to podcasts, they’ve consumed a lot of content and are primed.
This is primarily where the leads you’ll be dealing with come from.
Alright, let’s get into it. Where will I see these leads?
These leads will appear in your google calendar which you should have access to, it’ll look something like this:
Alright, so what makes someone qualified?
A prospect needs to have the below to be qualified:
- Confident in a budget of (confidence means they’ve spoken to a broker and have a rough idea on their lending, or they’re a baller. For instance if someone says “Hey, I’ve got 3 properties this one may be difficult but I MIGHT have a budget of 525k or more”, this is someone who needs to speak to a broker first: $525K or more
- DEPOSIT: $100K (savings and/or equity from another property or guarantor support)
- Prospects NEED $100k deposit + 525K pre-approved
- Are they looking to purchase a property within the next 3,6 to 12 months?
- If under 3 - QUALIFIED!!
- Less than 6 - QUALIFIED!
- Between 6 and 12 - If the RIGHT property came up, would it be something you’d move forward with? If yes, QUALIFIED. If no, NOT QUALIFIED.
….. (Self Managed Super Fund)
- Sometimes prospects would like to set this up through their SMSF -
- SMSF balance: $175K
- PRE-APPROVED FROM A BANK OR BROKER OF: $575K +
- SMSF has been set up/or in the foreseeable future to be set up.
What makes someone not qualified?
See below:
- PRE APPROVED FROM A BANK OR BROKER OF LESS THAN 525K
- Doesn’t have $100K in savings and/or equity from another property)
- SMSF isn’t set up..these can take up 4 months, lets reengage with them later down the funnel
- If someone is looking for us to buy them a Principal Place of Residence (PPOR)
- If someone is looking specifically for one market that we can’t service, AND aren’t open into looking into our data proven markets
- If someone is looking for a property with “development potential” - or the good old “reno and flip trick”
- If someone wants a property with a granny flat
- If someone is trying to buy an apartment, a townhouse or somewhere “as an investment now but I’ll move into it later”
Okay you have a CRM right, where is it and how do I use?
Well… you’re in luck. Here is a video that breaks that down:
Okay, after my call what is a checklist I can use to make sure I’ve done everything I need to:
- Have I done my notes (We’ll get to that soon)?
- Is the setter allocated as me?
- Is the closer correct?
- Is the discovery call date correct?
- Is the discovery outcome: Set/Cancelled/No Show/Follow Up
- Is the Consultation Outcome: Scheduled (if you set the call)
- Have I set myself a follow up task if required
How do I do my notes?
They should look like this, this is an example from Ben:
can talk forever, be careful!!
Key Motivating Factor: Diversify outside SA and optimise a 7-property portfolio with a clear plan toward passive income and generational wealth; wants expert eyes, research, and due diligence to save time. From - Regional South Australia (tourist town; SA-based) Job - Business owner (café; ~27–38 staff); Real Estate Agent (Ray White BDM/standalone agent); active property investor Reach out - Wants a strategic review of current holdings and help expanding interstate; prefers professionals to handle research/sourcing due to limited time Heard about us - Not specified IP - Yes: 7 properties (all in SA). PPOR: likely yes (implied) Goals - Create generational wealth for 3 children; build reliable passive income; diversify into new states/markets; likely 2 acquisitions next (split capacity) Challenges - Needs guidance on portfolio plan, interstate market selection, diversification, and rigorous due diligence; time/attention limited by business and agency roles; would value an outside, data-driven view; open questions on structure (all properties currently in personal names) Budget - Borrowing capacity $1.2m total; prefers to split into two purchases ($600k each; open to ~$700k per deal) Broker - Currently with community bank (Bendigo); has not moved to a broker (could use one) Deposit - Not discussed; financing via borrowing capacity (no specific cash figure provided) Timing - Soon; this week busy. Strategy consult booked for Monday 12:00 (next week) Partner - Yes (husband supportive but won’t join calls) BA - Has not used a BA before (does buy/sell herself); wants BA for research/sourcing and to go interstate Main concern about BA's - Wants transparency and to “see” the due diligence (checklists, market reports) and limit handoffs (clarity on who she’ll work with) Note - Prefers regional markets; comfortable buyer-side work; most current properties are negatively geared given rates; visual learner; asked detailed questions about markets (incl. ACT) and team process; keen on two interstate buys using ~$1.2m capacity.
REMINDER - if we are using CHATGPT - it might miss important pieces, make sure you read over it and make sure its setting up the closer for success!!
Is there an easy way to do my notes?
Yep, AI is your friend. Here is a loom done by Ben on how to set-up AI to help do your notes:
How do I call someone?
Woohoo, another video:
How do I run a call?
Great question, here is your script. Follow it! It has the flow of conversation, it has how to handle objections. I suggest you drill drill drill. If there is any questions someone has that you don’t know, here’s how you handle it “Great question, let me get back to you.” then move on. Or “Great question, let me jot it down so that the Senior Property Consultant can cover it with you”.
How good, you followed the process and you are up to the point of finding a time to book them in, when can I?
Simply, we believe our prospects get the best value of it the sooner rather then later!!
Maximum length of time we can book in advance is 7 days. If the prospect can’t do within 7 days, this won’t be booked in and won’t count as a ‘SET’.
See below a script structure we have to ensure we aim to get our consultation prior to 7 days to give us a ‘SET’!
Let’s slot that in while I’ve got you - I know you are probably flat out, I’m looking at (INSERT NEXT 3 DAYS) - If I was able to find a time that works for you on any of those days, which one’s most suitable for you?
Brilliant, now are you more of a morning or afternoon person?
Oh awesome, me too! Now, I’m looking at my calendar of what I have available. I have 9:30am or 11:00am which one would you like?
What do I do if someone needs a later appointment (outside the 7 day window)?
If a prospect asks to book further out, use this phrasing:
“I’m sorry, we actually can’t book that far in advance in our calendars because we do get busy. What I can do is book a time in my calendar to reach out to you a few days beforehand, so we can make sure we have the availability and it still works for you.”
Set yourself a follow-up task for the correct week. When you are inside the seven-day window, reach out and book them in.
What do I do if I notice low availability over the next week?
If you see that the closer calendars have very limited availability for the next seven days, notify your team leader immediately. They will review the calendars and make any adjustments needed. Do not extend the booking window yourself. Stay within the seven-day rule and escalate availability issues early.
Where can I find the other scripts I use?
DNB script: link
General Outbound Script: link
E-book Script: link
Okay, I set someone but I’m worried they might not show up:
Flag it with the closer, they will reach out before the consult to try build rapport. It’s always helpful if you can nudge the closer as to what the reason they may not show-up is. You can also set a task for the closer and message them directly on WhatsApp. You win together, you are a team.
So, if someone isn’t qualified because they don’t have the borrowing capacity, what do I do?
We refer them to Fouracre Financial. Send an introductory email to Fouracre introducing the client. Here is what that looks like:
Set yourself a follow up task to link back in and check on the outcome.
What do I do if someone no-shows or cancels?
If someone no-shows or cancels your setter call, you mark them as no-showed or cancelled. Then, it automates emails that get sent and auto-sets YOU tasks! So then you just need to do your tasks each day 🙂
How do I set someone?
Awesome question, use the round robin calendly link. Your team manager will have to make your own link so we know it’s come from you! We don’t book directly into closers calendars unless they’ve asked us to.
What if someone I set needs to reschedule?
Ah, that’s fine. Just click the link directly in the closers schedule and there’s a reschedule link in the description. Easy peasy.
Did Not Book?
New did not book, who dis? Did not book, is someone who has filled out the from to book and hasn’t quite made it through. So… We need to call them and figure out why? Could they not find a time, are they not interested? Let’s move on these leads QUICK. They’re under the Did Not Book category in the Attio pipeline. Your team lead will direct you to this each day.
Terminology/FAQs:
What is a SMSF?
An SMSF is a Self Managed Super Fund that can hold investments, including property. It is essentially another structure through which someone can buy an investment property, separate from their personal name.
What does someone buy through a SMSF
Clients typically buy long-term residential investment properties through an SMSF. The property cannot be lived in, used, or renovated for personal benefit. It must be a clean, arm’s-length investment that fits the fund’s strategy.
Why does someone buy through a SMSF
It’s seperate lending from their personal name, so when they have no borrowing capacity in their personal name it’s a good option. The downside with a SMSF purchase is you can never live in it, and you cannot withdraw equity from it. You also cannot do major works to it.
What is a Guarantor and why would someone use it?
A guarantor uses equity in their own property to support the buyer’s loan. From a property perspective, this helps the client borrow enough to enter the market sooner, avoid lenders mortgage insurance, or secure a property when their own savings or borrowing capacity are not enough.
What is a pre-approval and what does it mean?
A pre-approval is the bank confirming the maximum price range the client can shop in. It sets the upper limit of the markets and properties we can target. It is still conditional, but it tells us they are financially ready to buy once we find the right property. However, clients may start the process without the pre-approval as the pre-approval can take some time to obtain. So if the client is confident in their lending we begin things simultaneously, we also have a refund clause in our agreement that means that we can refill someone if they're unable to do it.
Why is the qualification budget lower for a personal name purchase than a SMSF purchase?
Because you cannot do renovations so you need to purchase a stronger property.
Do we go after or do we prioritise subdivided properties?
No, it’s not something we look for with a primary focus. If we find a property that fits our criteria AND has that, then great! But it’s not our focus.
All the rules I need to know:
Do Not Book (DNB)
- Action: Check 2x daily (AM + before finish).
- Rule: Call twice in 24h, then call + text on day 3. Call them everyday, for 5 days minimum.
- Automation: 3 tasks across 7 days, evenly spread.
Paid Leads (Bark, VSL, Magic Marketing etc.)
- Rule: Contact within 24h via call + text.
- Contact at least 3x in 7 days.
- Automation: 3 tasks across 7 days, evenly spread.
Follow Up (Not Ready)
- Rule: Always have a next-step task set (nurture or call).
- Notes in Attio explain why client is in follow-up.
Not Qualified
- Rule: Clearly mark non-qualification reason in Attio.
- If finance-related, set follow-up when they may qualify (saving, property sale etc.).
Set
- Rule: Notes in Attio with product/service, correct closer, consult date, and lead source.
No Show
- Rule: Call twice at appointment time, send text + email with booking link.
- Next day, text offering reschedule.
- Follow task sequence
- Automation: 3 tasks across 7 days, evenly spread.
Cancelled
- Rule: If reason clear/reasonable, set rebook task.
- If it looks like an objection, call to discuss.
- Follow task sequence
Now, let’s listen to some calls:
Sets:
Not Qualified:
Pending Finance:
Where do I get the backgrounds from for google meet?
How do I track my performance?
You can access the sales tracker here: investorkit.com.au/salestracker
What do I do now?
You go, and you practise. Drill drill drill and roleplay! SALES TRAINING MATERIAL
How to get people to book in sooner?
A strong technique, is the A or B closing technique. Below is a setter team training we did on this and a PDF document explaining it.
https://app.read.ai/analytics/meetings/01K8KTKPE3QQE9D4QCX2G5647P?utm_source=Share_Nav Priority list scripting -
“We do have a running ahead of schedule list for priority prospects that we speak to, would you like me to put you on the list if something gets moved or a slot becomes available. Would you be open to catching up earlier? As mentioned these slots are going like hotcakes so when a time is available, we like to offer it to our potential clients!” CONFIRMATION CALL PROCESS - You’ve now SET SOMEONE - how do we ensure they turn up?!
Simple, here is a 7 step guide to speak to your prospects when confirming with them. We need to be doing this the day before the consult date!!!