If your pipeline is built entirely on first-time buyers, you’re missing out on one of the most stable, scalable segments in the game: investors and repeat clients.
These borrowers aren’t just looking to close once—they’re looking for a long-term ally. And if you play it right, that ally can be you. Here’s how to shift your strategy and start attracting high-value clients who come back again and again.
1. Offer Exclusive Insights They Can’t Google
Investors are busy—and they’ve seen a lot of generic info. What they want is a broker who speaks their language and adds value beyond interest rates.
This is where you shine. Break down financing strategies for STRs or BRRRR deals. Share local market data before it hits the headlines. Show them what returns could look like on a multi-family in Duluth versus a cabin in northern Wisconsin. Your job is to become their most informed contact—not just another lender.
2. Host Investor-Focused Workshops or Webinars
Nothing builds trust faster than face-to-face education. Whether virtual or in-person, host a short workshop covering hot topics like:
- Creative financing options
- Using equity to scale
- Local investment opportunities
- Current market shifts & what they mean for ROI
Invite local agents, STR hosts, or even tax professionals to add value. Bonus: These events give you leads, networking, and positioning—all in one shot.
3. Build a Presence Where Investors Actually Hang Out
Your average first-time buyer might be on Instagram. Investors? They’re on LinkedIn, BiggerPockets, local real estate groups, and investor Slack channels.
So post there. Comment. Share insights. Build a reputation for being the broker who gets the investor grind. The more visible and valuable you are, the more likely they are to DM you when it’s time to finance deal #3 or #13.
Final Word: Investors Want Partners, Not Pitchmen
This isn’t a one-time transaction—it’s a long game. Investors are loyal to brokers who simplify deals, solve problems, and help them scale. If you can be that person, you won’t just close more loans—you’ll build a business that grows on autopilot.
Investors are looking for brokers who understand their long-term needs.
Let Lumos Broker position you as their go-to mortgage partner.
