Who should Regional Center marketing be directed at: the immigration agent or the immigrant investor?

Regional Centers believe EB5 marketing should be pointed to the immigrant investor. This is logical: the immigrant investor has the capital, desire and resources to buy a green card. The investor makes the final decisions on which project to go with.

At the end of the day it is the agent making who is the guiding hand for what projects are marketed or not marketed. If the payment terms are not satisfactory, the project is not lucrative to the agent or investor, thought of as unsafe you can be sure the project will sit on the shelf.

Whom should your material be directed to? Current RC marketing features smiling faces, bouncing babies, couples hugging. Add in the Statute of Liberty and a long explanation of how the EB5 green card is earned. Where is the project?

Experience shows the agent makes the hard choices for the investor. Similar to institutional funds, agents rely on their own marketing experts for advice on what to offer. Their sales are tailored to the profile of the investor. Low risk, safe investment, hard project data.

When you put that next brochure together, think about the agent company. How can you help them sell your project?

Deal with facts. Keep the agent in the front of your mind as the  entry point into the EB5 market. That single profile beauty shot of your development / project or smiling couple will not sell the agent. The size of the project, the sales commission for the agent, the return of investment to the immigrant and special features like government participation combine to give you the thumbs up – or down in this very competitive marketplace.

For more information, contact Kevin Jeffers, GM, Pinnint Ltd, kjeffers@pinnint.com, www.pinnint.com.

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