Investor Partner Avatar Lab Avatar Name: ___________________________________________ (e.g. “Wholesaler Will,” “Flipper Fiona,” “Mailers Mike”)
1. Identity Snapshot 1. Who are they? ○ Main model: ☐ Wholesaler ☐ Flipper ☐ Buy & Hold ☐ Novice ☐ Other: ______ ○ Annual deal volume (approx): ______ deals / year ○ Typical target discount off ARV: _______%
2. Where & what do they target? ○ Areas / neighborhoods: ________________________________________ ○ Typical ARV range they chase: $________ to $________ ○ Condition they love: ☐ Heavy distress ☐ Light distress ☐ Cosmetic
3. Lead sources (where they spend money / time)? ☐ Direct mail ☐ PPC ☐ Cold calling ☐ Text ☐ Driving for dollars ☐ Agents ☐ Other: ______
2. The “Dead Lead” Problem 1. What makes a lead “dead” for them today? Check all that apply: ☐ Seller wants too much money (close to retail) ☐ Seller has equity but won’t take investor price ☐ House needs too much work for retail but seller won’t discount enough
☐ Seller likes them but “isn’t desperate enough” 2. What do they do with those leads now? ☐ Nothing / drop them ☐ Send to an agent friend for free ☐ Occasional referral, no system Describe in one sentence:
3. How many dead leads per month? ○ Approx inbound leads: ______ / month ○ Deals closed: ______ / month ○ “Won’t take my number” leads: ______ / month
3. Dream Outcome (Their Words) 1. If this went perfectly, what happens? Finish this like THEY would say it: “I just want to ________________________________________________ so that I can _________________________________________________.” 2. Top 3 results they care about most ○ #1 (money): _______________________________________________ ○ #2 (effort / time): _________________________________________ ○ #3 (reputation with sellers): _________________________________
4. Fears, Frictions, Objections 1. What are they secretly afraid of about partnering with JCC? ○ Fear JCC will botch the relationship with the seller: ____________ ○ Fear of confusing the seller or complicating their own pitch: ______ ○ Fear of never actually seeing referral money: ___________________
2. What would they SAY out loud as objections? ○ ○ ○ ○
“I don’t have time for another process.” “I don’t want to lose the deal if they change their mind later.” “My sellers are already overwhelmed; this is ‘one more thing’.” Add 2 more in their words: 1. 2.
5. Why JCC + Referral Model Is A Win For Them 1. Map JCC to their problems ○ Problem: “Seller won’t take my low offer but house needs work.” → JCC solution / story:
○ Problem: “I make $0 on 80–90% of my leads.” → JCC referral pay solves this by:
○ Problem: “I don’t want to manage rehab or listings.” → JCC handles:
2. Your one‑sentence pitch to THIS investor “When I talk to an investor like this, I say: _________________________________________________________________________________________”
6. Green / Yellow / Red: When Should THIS Investor Refer To JCC? ● Green light lead (refer immediately): ☐ Seller refuses investor price but wants top dollar ☐ Property needs significant updates to sell retail ☐ Seller is not hyper‑distressed / foreclosure‑tomorrow level ☐ Investor is exiting the conversation anyway ● Yellow light (ask more questions first): ☐ Investor still actively negotiating to buy the deal ☐ Seller is confused about whether to keep, rent, or sell ● Red light (poor fit to refer): ☐ No plan to sell ☐ Ultra‑distressed / legal mess better suited to specialist attorney / short sale expert