Connections - Part III. Investors

Welcome to Part III - Connecting with investors.  Scroll down to the previous two posts for information on connecting with refinance clients and relocating clients.

Part III - Connecting with Investors.  With the down turn in market values, it is a great time to cater to purchasers of investment properties.  Even though it seems as if there is only gloom and doom out there, there are actually many people looking for solid investment opportunities.  Purchase a rental property is always a solid addition to any investment plan.  Here are some tips to attracting this niche:

1. Become an expert.  Know investment loans inside and out.  If you aren't familiar with them, find a mentor and tag along as they work up one of these loans.
2. Offer a class to investors.  Do a Q&A on a local radio station.  See if the newspaper needs a quote on this subject.  Basically get your name out there to associate it with mortgaging rental properties.
3. If you have past clients that have purchased investment properties through you, ask for a testimonial.  Use it in your marketing, on your website and other materials.  Other people can sell you a lot faster than you can.
4. Establish strong relationships with Realtors that sell rental properties.  Create a special package of deals for their clients.  Make it an elite thing.  Ask the Realtor for a testimonial as well.
5. Look for FSBO's that are likely to cater to investors.  Approach the seller and explain that you are an expert in financing this type of property and establish a referral relationship with them.
6. Have a special section on your website for investors.  Answer questions, link to properties with your agents and offer information.

The great thing about investment property loans is that many times, one borrower purchases more than one property.  Spend your time working on this niche and you will gain a whole new target of business to feed into your pipeline each month.