How to Open the Investor Conversation With a Past Client (Word for Word)

The investor conversation does not begin with a pitch. It begins with a question and a useful number. These openers are written to sound like you, not a script, so change the words until they do. They work best with past clients who ever mentioned renting out a property, a second home, or putting money to work.

The call

Hi [Name], it is [Your name]. I was looking at rental numbers for [area] this week and your place came to mind. Do you have two minutes? Quick question: have you ever thought about owning a property that pays you instead of one you just live in?

Then stop talking. Whatever they say next tells you where to go.

The text

Hi [Name], [Your name] here. Rents for [property type] in [area] moved to about [number] a month this quarter. Curious whether you have ever considered owning a rental. Happy to send a one-page look at the numbers if useful.

Always attach one real statistic. It is what turns a message from outreach into information.

The email

Subject: A one-page look at [area] rentals
Hi [Name], I put together a short summary of what a [bedroom count]-bedroom home rents for in [area] as a mid-term and short-term rental, including the rules to check first. It is a single page and I am happy to walk you through it. Would a ten-minute call this week work?

Three common answers and what to say

• I have thought about it but do not know where to start. Say: that is what the one-page analysis is for. I will build one for the kind of property you would consider, and we will start from the numbers, not from a listing.
• I do not want to manage anything. Say: you do not have to. Mid-term and short-term rentals can be professionally managed, and I will show you the numbers after management fees.
• Not now. Say: completely fair. May I send you a quick market note each quarter so you have the numbers when you are ready? Then do it.

After the first reply

Send a pro forma within two business days, then follow up with one question: what would make this a good deal for you? Their answer drives the next property you show.

For finding the people to call first, see Find the Investors You Already Know.