Who do we sell to?

Brand Personas 🎉 this document provides an in depth snapshot of who our target audiences are and how we can tailor our approach and messaging across sales and marketing to not only attract a higher volume of leads but a higher quality of leads, and nurture those leads to convert them into clients.

Below are four primary client personas you’ll engage with daily:

Each slide offers a comprehensive breakdown of these personas, providing insights into their unique characteristics, motivations, and challenges. You’ll also find real sales call recordings—both setter and closer calls—giving you a firsthand experience of how these clients communicate and what they seek.

We’ll cover why we target each client type, along with practical tips for engaging with them effectively. By the end, you’ll have a deep understanding of the people you’ll be speaking with and how to tailor your approach to meet their needs.

Click on each client type below

Strategies for Engaging Top-Tier Clients

Keep It Simple, Deliver Outcomes High achievers don’t have time for fluff. They want clarity and action. Skip the long-winded explanations and get straight to the point: “Here’s what you need to know and how it helps you hit your goals.” Go deeper only if they ask—your ability to distill complex ideas into clear takeaways will set you apart.

Trust Comes From Transparency These clients are sharp—they can smell BS from a mile away. If there’s a risk, limitation, or realistic timeline, own it upfront. Say: “Here’s the reality, and here’s how we navigate it.” Being honest about challenges builds credibility and separates you from competitors who overpromise and underdeliver.

Lead With Value, Fast Their time is gold. Respect it by bringing immediate value to the conversation. Share tailored insights, relatable case studies, or specific solutions right out of the gate. Get to “Why this matters to you” in the first few minutes and show them you’re here to solve their problems, not waste their time.

Be Their Partner, Not Just a Service They’re not looking for a solo act—they want a dream team. Show them that with InvestorKit, they’re backed by a strategist, research analyst, acquisitions expert, and client success manager. Position it like this: “We’re not just helping you buy a property. We’re managing the entire process so you can focus on what you do best.”

Adapt to Their Energy Some clients want it fast and sharp; others need detailed collaboration. Read their tone and match it. Whether they want direct answers or deeper discussions, tailor your communication style to make them feel heard and understood.

Preparation Wins Every Time These clients don’t just expect you to show up; they expect you to bring the goods. Be ready with data, examples, and solutions tied to their goals. Say: “Last time, you mentioned [X]. Here’s a solution I think hits the mark.” Listening and following through builds trust fast.

Build the Relationship Beyond Property They’re more than investors—they’re achievers. Acknowledge their wins: “What you’ve built is incredible. Let’s make sure your property strategy reflects that same level of success.” This personal connection can be the edge that turns a deal into a long-term partnership.

Confidence + Humility = Trust They’ll challenge you, and that’s okay. Stay confident, but don’t bluff. If you don’t know something, own it: “Great question. Let me check with the team and get back to you with the best answer.” Honesty beats guessing, every time.

Solve, Don’t Stall Objections and problems will pop up—handle them head-on. Say: “Here’s the challenge, and here’s how we’ll tackle it.” They respect efficiency, so focus on solutions, not excuses.

Follow Up Without Being Pushy They’re busy. If they go quiet, don’t take it personally. Stay consistent and professional with follow-ups. Persistent but respectful communication keeps you on their radar without becoming a nuisance.