Yesterday, I wrote a post about the need for data to help provide some level of certainty in a volatile market. Yet there are additional ways to help provide more certainty for your clients. Here are a few ideas:
- Focus on cash flow: Rapid expansion in deal flow based on speculation tends to lead to bubbles. Investments that bring in cash flow are much less risky and offer much more flexible holding periods.
- Reduce the leverage: The vast majority of problems in market downturns are the result of leverage. Investors who have purchased investments in cash can usually afford to wait out downturns in any market. Many borrowers don’t have this luxury. In down markets, cash rules and is typically able to find great asset bargains.
- Help plan for due diligence: Help coach your clients through conducting a formal due diligence process. Sit down with them before you look at properties or opportunities and decide under what scenarios and terms an investment is a good fit. It’s easier to be rational before you are actually looking at deals that require down payments or signed contracts. Then take them shopping for the opportunity that fits their chosen profile.
- Practice what you preach: If you can’t have certainty, it certainly helps to know that other intelligent people are also investing in the same thing. Some refer to this as the lemming factor. One could also refer to it as the respect factor. I wouldn’t hesitate to put my money in with Warren Buffet’s on any transaction. It’s also hard to win the respect of your clients if you don’t buy what you sell.
- Use testimonials and other investors: As an extension of #4, it is helpful for investors to connect with other people who are investing. This can not only aid in expanding their knowledge of the market, but also assure them that they’re not the only one buying right now.
Labels: buyer confidence
