A Broker’s Guide to Networking with Real Estate Investors

Posted by Jason Jones on Jul 5, 2022 12:50:51 PM

One of the questions we often get from brokers is, “How do I find investor clients?” While digital marketing, including email marketing and social media marketing, can be highly effective, you can never underestimate the value of business networking. Networking is a fantastic means to connect with other industry leaders, gain innovation and knowledge, and advance your career, among many other benefits. Check out some of these powerful statistics on the advantages of networking from Novoresume:

In this guide, we are going to take a closer look at both in-person and virtual networking opportunities with real estate investors.

In-Person Networking Opportunities with Investors

We have years of experience working with investors, and know where to find them. Real Estate Investor Associations (REIAs), real estate events and conferences, and property auctions are some of the best opportunities. Let’s take a closer look at each one and how you can get involved.

Real Estate Investor Associations (REIAs)

REIAs are a fantastic opportunity for investor networking, making it easy to meet real estate investors and the people they work with regularly (think property managers, lenders, realtors, etc.). Even better, most major MSAs (Metropolitan Statistical Areas) have REIAs, which are very educational and offer ample industry insights. To find a local REIA, visit the National Real Estate Investors Association or MeetUp.com.

Real Estate Events

There are tons of annual industry events that are great for meeting investors. Here are a handful to check out:

Pitbull Conference: Marketed as the “ultimate resource for real estate brokers, lenders, investors, and service providers,” the Pitbull Conference puts on a handful of yearly events throughout the country. These events are usually two days of presentations on a wide array of topics and highlight educational speakers.

Single-Family Rental Summit: Presented by Five Star, the annual Single-Family Rental Summit features subject matter experts and skilled Single-Family Residential investors leading relevant panels and training sessions.

IMN Real Estate Conferences: IMN offers several real estate conferences annually and all across the United States. The SFR Rental Forum is one we recommend, which provides an overview of pertinent topics to investors such as how to grow your rental portfolio and where the real estate market is headed.

Property Auctions

Property auctions are another good avenue to meet investors. To find one in your area, here are a few places to look:

Auction Websites: We recommend Auction.com and ServiceLink Auction.

Newspapers: Auctions are typically in the legal notices section of your local paper.

Google Search: Simply type “foreclosure auctions” and your city into your browser.

Virtual Networking Opportunities with Investors

Networking doesn’t have to be limited to in-person social functions. In fact, networking online will boost your chances of new business opportunities by 50%. Here are some additional advantages of virtual networking highlighted by Novoresume.

The other good news is that virtual networking can happen at the touch of a button from the comfort of your own home. We’ve put together some great ways for you to connect with investors digitally:

Social Media Groups

Both LinkedIn and Facebook have dedicated groups, or spaces on the networks for people with similar interests to connect and discuss topics. Finding relevant groups is easy, too. Simply search both platforms for keywords you are looking for such as “mortgage broker” or “real estate investors,” and filter to groups.

Online Search Engines

When looking for real estate investors, sites such as Zillow, Trulia, and Craigslist are your friends. A good trick is to search for rental properties in your area on these sites and reach out to the owners. For example, a quick search on Zillow of Dallas houses for rent shows over 350 results. Each result has a “Listed by” company which is either the landlord, a realtor, or a property manager. All of these parties are great connections for brokers.

Your Database

Believe it or not, many residential mortgage brokers have investors in their current databases, and maintaining strong long-lasting relationships with your existing clients is essential. For brokers looking to do more rental loans, here are questions you can ask your existing database:

Do you own rental properties? This is the most basic question you can ask about whether or not your client is a real estate investor.

Do you own vacation or short-term rental properties? This is diving a little deeper to see if they are a contender for vacation rental loans.

Do you have any rental properties that you are interested in pulling cash out to expand your rental portfolio? This question, along with the following question, will help you determine if your client is interested in a purchase loan or a refinance loan.

Are you interested in purchasing new rental properties? Another option could be a Rate & Term Refinance.

Do you own 10 or fewer mortgaged rental properties? This is the most basic question in determining whether or not your clients qualify for conforming loans.