Experienced property investors ask the same questions about every deal they are presented with. Knowing those questions in advance and having clear, evidence-based answers to all of them is the difference between a deal that closes and one that stalls or falls through. Here are the ten questions you should be prepared for before every investor presentation.

1. What Is the Purchase Price and What Is the Market Value?

The investor needs to understand both numbers and the evidence behind the market value. Have your comparables ready and be prepared to walk through them. The credibility of your BMV claim depends entirely on the quality of your comparable evidence.

2. What Comparables Are You Using?

Expect investors to ask for the specific comparables, not just the conclusion. Have the addresses, sale dates and prices ready. A sourcer who can provide this data immediately is demonstrably more professional than one who cannot.

3. What Refurbishment Is Required and What Will It Cost?

For properties needing work, investors want to know the scope and the cost with reasonable precision. If you have quotes, share them. If you are using estimates, explain the basis for those estimates.

4. What Will It Rent For?

Support your rental projection with actual comparable listings in the area. Investors will check this themselves, so your figure needs to be grounded in what the market is actually achieving, not what would make the yield look attractive.

5. What Is the Gross Yield?

Calculate this at the purchase price, not the post-refurbishment value. (Annual Rental Income / Purchase Price) x 100. Have the number ready and be clear about what assumptions it is based on.

6. What Is the ROI After Refurbishment Costs?

For refurbishment deals, investors want to know the return on total capital deployed, including the purchase price and refurbishment cost. This is the number that tells them whether their investment thesis works.

7. Why Is the Seller Selling at This Price?

Investors want to understand the motivation. A vendor selling significantly below market value with no apparent reason creates concern. Having a clear and credible explanation for the vendor’s motivation is important.

8. Are There Any Planning or Legal Issues?

If there are issues, disclose them clearly. If there are not, be in a position to confirm that you have checked. A blank “no issues” that turns out to be untrue is far more damaging than a proactively disclosed complication.

9. What Is Your Sourcing Fee?

Be clear and upfront. Investors will ask if you have not already stated it. The fee should be in your brochure from the outset.

10. Have You Done Deals Like This Before?

For new sourcers, this question requires honesty paired with evidence of preparation. Explain what you have done to prepare, including your training and market research, and let the quality of the deal presentation speak to your capability.

Prepare for Every Question Before You Present

Our property sourcing training prepares you to answer all of these questions from your first deal onwards. The training covers deal analysis, due diligence and professional presentation in full. Available for just £57.

See what is inside the property sourcing training here.

The This is Money property section covers mortgage rates, house price data and buy-to-let developments in accessible detail.

Frequently Asked Questions

What if I cannot answer one of these questions?

Be honest. “I do not have that information yet but I can get it” is a far better answer than guessing or deflecting. Follow up quickly with the answer. Transparency and responsiveness build more trust than false confidence.

Do all investors ask the same questions?

Most experienced investors ask most of these questions in some form. The sequence and phrasing varies but the underlying information they are seeking is consistent.

How do I prepare for investor meetings on a deal?

Review the deal brochure thoroughly before any meeting. Have all your supporting data accessible. Anticipate these questions and have clear answers ready before you pick up the phone or sit down with an investor.