в–Є Meetings, communication with agents, presentations inВ the real estate agencies
в–Є Search ofВ the specialists toВ develop the sales funnels
2. 25% ofВ theВ time
в–Є Training, participating inВ business trainings (networking)
в–Є Improving oneself as aВ person, increasing the level ofВ competence
в–Є Communication with specialists (lawyers)
3. 50% ofВ theВ time
в–Є Customer search and involvement agents (the main activity that directly influence on the result)
в–Є Environment sphere formation
в–Є Target marketing
The main task at the very beginning ofВ the way will be the search ofВ the partners and objects. You must have your own strategy. Here is the definition given byВ Wikipedia:
Strategy (ancient Greek “the art of the commander”) is a general, not detailed plan of any activity, covering a long period of time, a way to achieve a difficult goal.
InВ aВ general sense, being aВ strategist means arranging goals inВ aВ hierarchical order, the consistent achievement ofВ which, starting from aВ small goal, leads toВ the achievement ofВ aВ major goal. The task ofВ the strategist is the efficient use ofВ resources toВ achieve goals. The main resource is people.
2.1. People search
IВ remind you that all your activities consist ofВ building quality communications. InВ order toВ sell your expertise, you must first find someone who will be interested inВ buying your service, so the first step is toВ find customers.
Definition ofВ TA (target audience)
There are aВ lot ofВ people providing intermediary services, and very few people who are ready toВ offer new ways toВ solve the problems, which indicates aВ large segment ofВ the market, free from competition.
Everyone will be able toВ find their client if they approach this issue professionally.
Even if an experienced specialist reads these lines, he still performs the same actions every day, namely, he searches for sources ofВ potential customers: sellers, buyers, intermediaries.
And you, my future partner, most likely know such aВ thing as lead. If not, then keep the information:
AВ target lead is aВ potential customer who, inВ one way or another, reacted toВ the selling communication.
The term “lead” is used to designate a potential buyer, contact with him, received for the further work.
In Russian, the expression “a customer who has shown interest” is closest to it.
The term “lead” is used in management theory to describe the methods and practices used to engage new potential customers, and the methods of building communications that allow generating the interest of potential customers are called “lead generation”. Thus, lead generation in this business is a communication technology aimed at engaging new potential customers and selling the services to them.
And since we have plunged into the world ofВ technology, IВ propose toВ get acquainted with the concept that will firmly enter into your daily activities.
Prospecting – the activities to engage potential customers.
Prospecting is not limited toВ calling potential buyers and sellers.
ToВ be effective, it must be aВ planned and sequential process. If we project prospecting onto our project, then it will be constant presentations inВ the real estate agencies, webinars, communication with agents, customers, postingВ ads.
Take the time toВ prospect!
The main difference between the prospecting of the “Bridge-INDVIZH” project and the usual prospecting is that here the search is aimed at creating partnerships, searching for partners.
In order not to “break down” after a month of work in a new sphere for you (and this is absolutely a new sphere), you need to plan your time, allocate a sufficient part of it to find and engage partners and customers. In the long-term prospective, those of you who can build the “bridge” will win customers based on your reputation and referrals. And that’s exactly what they will be able to reduce the amount of time allocated for prospecting. However, when you first develop your project, you need to learn different ways to search.
Search is aВ system process, not aВ single event.
Let’s look at the example again (real estate analytics of the north and analytics of the south).
You and I have a clear understanding of the real estate market and investments in Moscow, St. Petersburg, and other cities in the north of Russia (here we mean all Russian cities outside the Krasnodar Territory and Crimea) and understanding of the investment flows of the Black Sea cities. Therefore, prospecting should be directed in two directions. The south side is to search for projects and the north side is to search for partners. Everything is extremely simple. Investors and buyers in the north should be aware of the great deals in the south, and that’s why you connect both sides. And for the search to become effective, find partners continuously and systematically!
One ofВ the methods toВ encourage investors and partners toВ cooperate is toВ give them something they find valuable. Pass on the information! This is called direct response marketing. Create an offer toВ receive important information for aВ partner or investor that they simply want toВ receive. But remember: the information must be really important, and your offer must be convincing. And IВ believe that the analytics ofВ the markets ofВ the north and south will become that most valuable information. Keep connecting with them. Business contacts, like any other, are based on whether people like and trust each other. InВ order for the relationship toВ be ofВ value toВ the investor and partner, place them inВ your favor. ToВ do this, keep them interested byВ continuing toВ give useful information inВ small doses. And your personal qualities will help toВ please and be remembered. For example, aВ sense ofВ humor.
We build aВ system ofВ sequential actions:
The only guarantee ofВ aВ growing business and financial independence is aВ stable flow ofВ leads.
Daily prospecting:
Daily mailing of messages; holding at least three webinars per week; at least three streams on the YouTube channel; daily meetings and negotiations with interested parties; at least 40 quality calls per day. Here it is necessary to clarify what “quality calls” means. This means that you have reached a potential customer or partner at least forty times a day. You also already understood that you need to start a YouTube channel. Use all possible types of prospecting.
However, it is better toВ start with your environment.
Perhaps you know about 100 people (the “method of a hundred”) whom you see from time to time. And, of course, you have family, friends, old acquaintances, neighbors and even a hairdresser with whom you meet regularly. All these people are the basis for the generating a sales funnel. Create a database of people you keep in touch with. Gather the names, addresses, phone numbers, and email addresses of all people who know you. At this stage, you need to quickly collect the database and then start working with it sequentially.
First step: announce to everyone that you are the leader of the “Bridge” project, working in a large inter-regional network.
Second step: convince your sphere ofВ influence that you know how toВ earn one million rubles per aВ month.
During the first 30 days in business, contact each contact six times. After this period, get in touch at least once a month. To optimize your activities, create an Excel table for entering data. Enter in the table the data of all relatives, friends, friends of relatives, acquaintances, neighbors. Let them know that you are now creating projects to engage investment in apartment real estate and business projects based on apart-hotels. Ask them to tell other people about it – for example, at work. Notification methods can be different: personal conversations, phone call, SMS.
Forming your sphere ofВ environment involves working with all contacts. Family and friends are no exception. Everyone should know what you are doing. Remind yourself constantly!
Networking (from networking – lit. “network weaving”: net – “network” + work – “work”; “useful connections”) is a social activity aimed at ensuring that, with the help of friends and acquaintances or people who have connections in one sphere or another, to solve problems as quickly as possible.
When you first enter this project, you have time. Use it wisely. Get noticed byВ as many decision makers as possible. Join any public organizations and groups. There are many professions closely related toВ real estate and investment. Arbitrators, lawyers, mortgage brokers, specialists inВ lending departments, architects, surveyors, cadastral engineers can become good sources ofВ information.
Thus, networking is aВ good way toВ build professional connections and expand your funnel.
Create the table for input data:
в–Є LastВ name
в–ЄВ Name
в–Є Surname
в–Є Telephone number
в–Є Result ofВ negotiations
The table should provide for the possibility ofВ including all the information necessary for the work and making comments on the work done for each contact.
A. An example ofВ the initial appeal toВ your environment:
– (Name), as you may know, I’m developing projects (known through your social network). I am in charge of the project to engage investment in apart-hotels on the Black Sea coast.
Get feedback.
– What is the meaning of this project? – There is a huge number of large real estate objects on the market that have been put up for sale more than five or even ten years ago.
– What exactly do I do? – I find these objects, I negotiate with the owner that it is much easier and faster to implement the object if it is divided into rooms, apartments. After successful negotiations, my company enters into a contractual relationship for the implementation of this object – the hostel, the hotel, a large commercial area. We put up the object for the sale process, having previously created a business project and established business processes.
Most owners ask for an initial fee, that is why I’m looking for the investors. For the investor, I create favorable conditions with minimal investment. Everything is individual. Each owner has their own individual problem and the reason for the sale. Accordingly, completely different amounts are required for the initial fee. In addition, I am also looking for a final customer for the created residential / non-residential premises.
Get answers / get questions.
– Could you tell us (the name), who do you know who would like to invest in the real estate in the coming future?
Get information.
– Do you mind if I call them?
If there are no objections, continue.
– Can you think of people from your environment who may need my services in the coming future?
B. Your initial contact with the partner (if it is aВ face-to-face meeting):
– (Name), at the end of the meeting, one of three events will occur:
1. You will be able toВ work withВ me;
2. You decide that you are not ready toВ work withВ me;
3. IВ will decide that IВ am not ready toВ take on aВ job with you (ultimatum)!
– Any of these three options will suit me!
Let me ask you some questions:
A. You want toВ earn money because you need money. Right?
We get an answer.
B. Why do you need money?
We get an answer.
Q. Are you ready toВ learn and constantly develop?
(After receiving three answers, we will find out the motivation for working inВ your team).
– Now great news. I have prepared an investment project for you (an example of a project is an anti-cafe).
– What conclusion can be drawn? The conclusion is simple: you need to find investors, buyers from the north and direct them to the south. You and I will receive financial rewards for the creation of the project, and we will also continue to manage the project.
How will it look like?
– You create a sales funnel.
With the help of social networks, with the help of “cold” calling or direct contact, you look for and find people with money, negotiate with them. After that, you give me customer contacts. I “close” the client. After the client transfers funds, you receive your commission in the amount of 30,000 rubles per 1 sq. m or 3% of the transaction amount invested in shares-tokens.
At the same time, you do not take the client around the objects, you do not show the market: foundation pits, all stages ofВ construction, secondary buildings, plots, commercial real estate, private houses.
Be sure toВ enter the results ofВ these negotiations with aВ potential partner inВ your table.
Continue toВ regularly work with your environment, remind yourself ofВ yourself inВ various ways.
Thus, working with the database is aВ continuous cyclical process. Remember: prospecting will bring you aВ significant number ofВ clients only if the sphere ofВ influence is systematically and regularly workedВ on.
2.2. Project search
This book talks about how you can make aВ profit inВ various ways.
