Before You Hit the Road: Laying the Groundwork for Outreach Marketing
The Outreach Mindset: Connecting Over Selling
Before we get to the nitty-gritty of planning for outreach marketing, we need to get our mindset right.
A lot of people get nervous about outreach marketing. It can feel intimidating to walk into a business you’ve never been to before, but the first step to getting over that fear is shifting your mindset. You are not walking in to sell. You are walking in to connect.
You are a neighbor introducing yourself and your community. Think friendly local, not pushy salesperson. The goal is not to close a deal on the spot. It is to put a face to your community and start building familiarity. You want to be that friendly connection they think of when they or someone they know is ready to move.
At the end of the day, you share the same goal. You both want to see the neighborhood and its businesses succeed. Outreach is about being part of that bigger picture.
💡 Connection first. Conversions later.
Your Outreach Goal: Get clear on what success will look like
Get Clear on Your “Why” Before You Go Out
Not every community does outreach for the same reason and that’s okay. What matters is knowing what your goal is before you ever step foot out the door.
Outreach isn’t just about handing out flyers. It’s about creating intentional connections that move you closer to your community’s goals.
Ask yourself: What does success look like for us right now?
For example:
If you’re in lease-up, your goal might be getting people to tour or spread the word about your new community.
If your occupancy is steady, outreach might focus on brand awareness and building partnerships with local employers, schools, and businesses.
If your market is competitive, you might focus on visibility so your community stands out long before prospects start shopping.
If your community is under new management or being repositioned, your goal is to rebuild your reputation and reintroduce your brand to the neighborhood. Outreach helps reset perceptions, share what’s new, and invite locals to see the positive changes happening at your community.
Getting clear on your “why” helps every part of your plan —from what materials you bring to how you start a conversation. It turns random visits into purposeful marketing.
💡 Outreach without a goal is just driving around with snacks. Know your “why” before you go.
Your Outreach Strategy: Blitz or Weekly
Two Ways to Approach Outreach
There’s no one right way to do outreach. It depends on your schedule, your team, and your goals. The key is consistency, not perfection.
Some teams love to do an Outreach Blitz, where they set aside a full day or two to hit the ground running. During a blitz, you can usually visit 30–40 locations in a single day if you’re well-organized and prepared. This approach creates quick momentum, floods the market with awareness, and helps your community make a big, noticeable splash in the neighborhood. It’s perfect for new communities, those with a special to promote, or when you need to fill traffic gaps fast.
Click here for a step-by-step guide to plan your Outreach Blitz.
Other teams prefer to sprinkle outreach throughout the week or month. This approach feels lighter and more sustainable, especially for smaller teams or those juggling multiple priorities. You might stop by one or two businesses on your way to lunch, during errands, or at the beginning of the workday. The goal is to keep your community visible year-round without overwhelming your team.
Here are 5 Unique Ideas to Sprinkle in Weekly Outreach
Stop into one business on your way home from work.
Leave a few bundles at the front office of your children’s school.
Ask every employee to visit one location on their lunch break (and give them a few extra minutes for lunch)!
Start a few minutes early and visit 1-2 locations on your way to work.
Pass out a few bundles while you are out running errands: at the bank, drive-thru, picking up groceries.
Both styles work. The best choice is the one that fits your capacity and helps you stay consistent.
💡A little outreach done often is better than a big push done once and forgotten.
Your Outreach Marketing Design
Click on the image below to customize a design in Canva. Want more options? Use the DESIGN PURPOSE tab and select “Outreach Marketing” in our Search All Designs Library.
Essential Info to Include on Your Outreach Flyer
Community Name and Logo — make it instantly recognizable.
Address and Contact Information — include phone number, email, and website so it’s easy to reach you.
Featured Special or Incentive — keep it short and clear
QR Code — link directly to your tour scheduler, website, or leasing page.
Strong Call to Action — tell them what to do next (schedule a tour, follow on social, call for details).
One or Two Great Photos — show your best features or a welcoming lifestyle shot.
Short Description — a single sentence that highlights what makes your community unique (close to work, pet-friendly, resort-style amenities, etc.).
Social Media Handles — help them find and follow you easily.
Your Outreach Goodies: Purchase & Prep
Want to know the real secret of outreach marketing success?
Never walk in empty-handed. A small goodie goes a long way.
Think of your goodies like your conversation starter kit. It breaks the ice, softens even the grumpiest gatekeeper, and gives people a reason to welcome you into their business.
Cookies, coffee, candy… it all works as long as it comes with a smile and your flyer.
Here are a few of our favorites:
A jar of mints or other candy.
A fresh-baked box of cookies from your local grocery store.
*** These have always been a hit when we’ve done outreach marketing and they’re only $4/dozen from at most grocery stores.
We suggest calling the store ahead of time and asking for them to have the boxes ready for you to pick up.
A box of 1/2 dozen donuts is easy & budget-friendly.
You can order large quantities of small bags of Famous Amos Cookies from Amazon and prep individual goodie bags days or even weeks in advance. We suggest choosing a simple design and printing them 4 per page so that your designs fit easily into a small goodie pack.
Here’s our shopping list for the individual goodie packs:
Your Outreach First Impressions: Dress the Part
Dress the Part: Look Like the Community You Represent
Outreach isn’t one-size-fits-all, and neither is how you show up. What matters most is that your look reflects your community’s vibe and helps people feel comfortable approaching you.
If you represent a luxury community, you might lean a bit more polished with clean lines, a nice blouse or button-up, and a professional yet friendly feel.
If your community is laid back or student-focused, something casual but neat may fit better. Branded polos, khakis, or community T-shirts work great.
If you’re visiting medical offices or corporate spaces, choose a professional, tidy appearance that communicates trust and respect.
No matter the setting, aim for clean, confident, and approachable. Avoid the extremes - anything too casual or overly formal. You want people to see you as friendly, not intimidating.
And comfort matters. If you’re doing a full outreach blitz or visiting multiple businesses, dress for the weather and wear shoes you can move in. You’ll likely be in and out of the car, walking between locations, and carrying materials, so think practical and professional.
Branded shirts, name tags, or even a clipboard or tote with your community’s logo can go a long way in helping people remember who you represent. And don’t underestimate the power of a warm smile and eye contact. Those first few seconds set the tone for the entire interaction.
💡Your presence tells your community’s story before you ever say a word. Dress in a way that matches your message without detracting from it.
DRESS FOR SUCCESS WORKSHEET