Hogan Douglas’s Investor-Centric Approach

Whether it was back in the day watching an old business colleague present or, more recently, sitting in an audience, I have witnessed many sales presentations. During most of them, the presenter endlessly boasted about their background, experience, and portfolio of work. The messaging was consistent because it was always presenter-centric.

“This who we are…

This is what we do…

This is how we do it…

…so use our services!”

However, I felt that the most effective presentations I witnessed were those where the presenter put the audience’s needs at the forefront. An audience-centric approach focuses on creating value for the audience and fostering a long-term relationship. By understanding the audience’s needs, an effective presenter tailors their offerings to provide solutions that directly address the challenges or requirements the members of the audience are facing.

We practice these principles at Hogan Douglas. When we discuss investment opportunities with our investors, we first ask, “What are your investment criteria?” and “What are your investment goals?” The following is a list of some investment goals our investors have expressed to us in past meetings.

• Receive cashflow

• Purchase a vacation home

• Save for retirement

• Appreciation

• Purchase sports car

• Take tax benefits to create savings

• Travel the world

• Save for children's college education

• Work part-time

Besides learning our investor’s goals, we want to identify their concerns. We ask them, “What fears keep you up at night?” and “Are you worried about the risk?” By listening to our investors, we position ourselves as problem-solvers who offer solutions addressing their pain points. This solution-oriented approach has resulted in establishing successful long-term relationships. By continuously focusing on our investor needs, we have a list of repeat business that stems from satisfied investors who feel that their needs are consistently being met.

Hogan Douglas builds trust by effectively communicating the value of our products to our investors. When we discuss our services, we go beyond the investment features. We highlight how our investment opportunities contribute to our investors’ successes and help them reach their goals. This approach is practical because we genuinely understand our investors’ unique situations. Having an investor-centric approach, Hogan Douglas builds trust, enhances communications, and positions itself as a valuable partner in its investor’s success.

So, what are your investment goals? Are they on our list? If you are uncertain, schedule a consultation with Hogan Douglas to assist in determining your investment criteria and identifying your concerns. Let’s get your capital working harder for you!

Above graphic based on Simon Sinek’s “The Golden Circle.”