Following Up Investors.
Investor follow-up should focus on their current portfolio, future plans and any changes that may affect their next decision.
Investors often stay in a database for many years.
Their needs can change as their portfolio, finances and plans change.
Record the important details.
Where relevant, keep track of:
Properties owned
Areas of interest
Preferred property types
Budget
Buying plans
Selling plans
Whether they are actively looking
This gives future conversations more context.
Give them a reason to hear from you.
Useful follow-up might include:
Relevant listings
Recent sales
Changes in local supply
Rental market information
Off-market opportunities
Updated appraisals
Market activity in areas they own
The contact should relate to their property interests.
Ask about future plans.
An investor may be thinking about:
Buying again
Selling one property
Restructuring their portfolio
Moving into another area
Holding for the longer term
Record these plans and the likely timing.
Keep ownership records current.
Investors may own several properties.
Make sure each property is linked correctly and update the record when they buy or sell.
Adjust the follow-up.
An active investor may need regular contact.
Someone who is not planning to act for another year probably does not.
Match the frequency to their situation.
Good investor follow-up is about staying relevant and keeping the CRM current enough to recognise the next opportunity.