Stage 01
Discovery
Key Actions
- Present trust thesis: real property, legal clarity, transparent reporting
- Introduce verification framework overview — what "institutional-grade" means in practice
- Share track record snapshots (properties funded, distribution history, milestone accuracy)
- Capture contact info or direct to pre-qualification form
- Seed credibility via community presence (diaspora events, webinars, LinkedIn)
Friction points to address
- Distrust of African real estate as "risky" or "opaque"
- Confusion about fractional ownership vs. full property purchase
- Skepticism about returns — market unfamiliarity
Stage 02
Qualification
Key Actions
- Jurisdiction check: confirm investor's country of residence permits diaspora investment
- Accreditation status: retail vs. accredited investor classification
- Investment range: minimum ticket size, typical investment range per investor profile
- Investment goals: income (distributions) vs. appreciation vs. portfolio diversification
- Tax-residency and reporting obligations for their jurisdiction
- Route to follow-up call or investor education session
Friction points to address
- Confusion about minimum investment门槛
- Accreditation requirements unclear or intimidating
- Uncertainty about legal exposure in their home country
- Long form = drop-off risk
Stage 03
Education
Key Actions
- Walk through verification framework in detail — property due diligence process, legal structure
- Review sample investment: project overview, projected distributions, risk factors
- Present distribution history data: what past investors have received, when, and how
- Q&A session: answer jurisdiction-specific questions, risk concerns, return expectations
- Introduce portfolio dashboard preview — what ongoing reporting looks like
- Identify best-fit investment opportunity for investor's goals and ticket size
Friction points to address
- Decision paralysis — "it sounds good but I need to think"
- Compares unfavorably to known alternatives (REITs, US real estate)
- Can't verify claims — needs more evidence
- Anchor bias: wants reassurance but is skeptical of sales tone
Stage 04
Investment
Key Actions
- Identity verification: government ID + proof of address (KYC compliance)
- Accreditation confirmation: self-certify or provide documentary proof
- Legal agreement: subscription agreement, risk disclosure, investor questionnaire — e-signature
- Payment processing: wire transfer or ACH details, minimum threshold confirmation
- Investment confirmation: receipt, deal summary, investor portal access credentials
- AML/OFAC screening: automated and/or manual for flagged transactions
Friction points to address
- KYC drop-off: ID upload feels invasive, investors abandon mid-form
- Wire transfer friction: international wires are costly and slow
- Accreditation doc collection: investors don't know what qualifies as proof
- Legal jargon: subscription agreements are intimidating without explanation
Stage 05
Post-Investment Onboarding
Key Actions
- Welcome communication: investment confirmed, what to expect, key contacts
- Milestone schedule: timeline of project phases, expected delivery dates, reporting points
- Reporting cadence: monthly email report + portfolio dashboard access
- Support contact: dedicated point of contact for questions, direct line or inbox
- First milestone report: update on project status, any early wins or adjustments
- Distribution schedule: when first distribution is expected and how it will arrive
Friction points to address
- Radio silence post-investment: "did my money arrive?" anxiety
- Unrealistic expectations: investor expects daily updates or immediate returns
- Doesn't log in to dashboard — forgets about investment
- Forgets who to contact when something comes up
Stage 06
Ongoing Engagement
Key Actions
- Monthly reports: distribution summary, project status, market context — emailed + on dashboard
- Milestone updates: notify investors when project phases complete or hit key markers
- Community events: virtual town halls, property site visits (or video tours), investor dinners
- Referral program: structured incentive for word-of-mouth introductions to qualified investors
- Second investment opportunity: surface new deals matching investor's profile and stated goals
- Annual review: portfolio performance summary, distribution history, updated projections
Friction points to address
- Investor disengages after first year — forgets they have an investment
- No natural trigger to reinvest — needs proactive outreach from ops team
- Referral program unknown to existing investors
- Competitor platforms surface alternative deals when investor goes looking