One of these ways is to find large real estate objects with further division into premises. It is not necessary to immediately plunge into the processes of separation. You can gradually enter projects by providing such objects to those companies that are engaged in the partition. Transferred the object – received a commission. In the process, you will gradually grow into an independent project, but first you need to find the object itself.
Now I’ll tell you about a new term that will definitely come in handy for you:
Farming (from the English farm – “farm”, farming – “cultivation”) in our project is work on your own territory. It can be territorial and/or segmental (hotels, guest houses, private houses or commercial real estate, etc.).
The advantage ofВ this method is the fact that once you start toВ become known as aВ specialist inВ your area (region), it will be very difficult for other agents or the whole company toВ force you out ofВ your market.
How should one properly “cultivate”?
A. Determine the geographical boundaries ofВ your local market and describeВ it.
The optimal volume is considered toВ be from 50 toВ 300 ofВ real estate properties.
B. Define aВ segment.
You can choose the economy segment ofВ the market and sell large real estate objects, dividing them into shares, at low prices, or take on commercial real estate and re-concept (change the concept) and sell commerce byВ apartment, positioning the object as aВ business class.
It makes no difference toВ you how you receive your money. Investments inВ real estate will always exist as long as this world exists. The most important thing is for you toВ choose your own market segment and work with those clients with whom you would like and know how toВ work. ByВ segmenting your funnel, you will be able toВ identify who owns this type ofВ property. Contact them and try toВ build aВ business relationship.
B. Thoroughly study the real estate market inВ your area.
Explore your area. You need toВ know the price level inВ the area inВ order toВ put your property on the market at the right price.
The right price is the price at which the property will be bought.
The ability toВ conduct market analytics and negotiate based on this analysis will be your competitive advantage.
G. Study the infrastructure ofВ the area.
Social and cultural facilities are ofВ great importance:
в–Є Hospitals and polyclinics (for children and adults)
в–Є Kindergartens and schools
в–Є Fitness clubs and swimming pools
в–Є Stadiums, sports facilities
в–Є Restaurants and shops
в–Є Car services and parking
▪ Beauty salons, children’s centers, as well as other infrastructure facilities of the district
Check out the Community Forum.
D. Explore the territory relative to the object within a radius of approximately 15—20 minutes on foot, as well as by car and always by public transport. Find out the features of transport accessibility.
E. Work on the “farm” systematically, build relationships.
Connect different channels for obtaining information, make contacts. Farming efficiency secret:
Thoroughly study your territory, actively maintain and develop contacts. Let everyone know that you are the best specialist inВ your area!
LifeВ hack
Objects long gone from the real estate market that were on the market, but were not sold for aВ certain period ofВ time, because they were withdrawn from sale byВ the owners.
Such objects can always be found byВ carefully tracking the databases and byВ forging partnerships through their old communication channels.
It is also possible toВ conclude an agreement aВ few years after the removal ofВ the object from the sale.
Phone calls and personal meetings with the owners ofВ such real estate can be an effective way toВ quickly create new projects. ToВ do this, aВ large package with information about your services, your team, as well as aВ well-executed presentation should be prepared.
Do not stop only at those objects that are now on the market. Keep a constant search and find “old new” objects!
2.3. Social network
It is an ideal supplier ofВ the partners and investors, but only if you use them correctly.
Facebook[1 - Organizations banned on the territory ofВ the Russian Federation], V- Kontakte, Odnoklassniki, and Instagram[2 - Organizations banned on the territory ofВ the Russian Federation]В are suitable for your activities. But keep inВ mind that they all have aВ different target audience.
In addition, in order for your page to start bringing money “to the house”, you must do the following:
A. If you use aВ personal page for the work, clean it thoroughly.
Photos for personal use and vulgar jokes are not allowed. Minimize the number ofВ hippos, cats, posts about all kinds ofВ socionics and family psychology. All ofВ this can alienate your potential customers.
B. The best option is toВ start aВ professional page for the work. InВ this case, each ofВ its elements should work for your image.
C. Make publications on your page daily. Publications must be inВ interview format. Interviews should be recorded with all market participants: with realtors, with sales managers, with heads ofВ sales departments or real estate agencies, with developers or with owners ofВ big real estate.
Publications can be devoted toВ the intricacies ofВ your activities, the situation on the real estate market, the opening ofВ new malls and other interesting events inВ your region.
D. Encourage customers to leave positive feedback about your work on your page. This will increase the level of confidence your potential customers have in you. Do not ignore requests for advice, always respond to messages in the “private messages”!
Specify the address ofВ the professional page on aВ social network on aВ business card.
Chapter 3 WHY DO YOU NEED THIS BOOK?
InВ order toВ expand your funnel, grow from an agent or agency into aВ big independent project.
Why is this topic important?
OfВ course, you can put this book aside and continue chasing aВ client who is not eager toВ communicate with you and who is most likely not happy toВ pay aВ commission.
Here the question is not that you did not manage toВ present your value, but that every person has aВ desire toВ benefit, toВ save.
IВ can give examples where aВ person does otherwise. InВ my practice, 90% ofВ foreign clients did not even think about the fact that these services ofВ intermediaries cannot be paid. They had aВ cost inВ their head, and what elements it consists ofВ is not their concern.
But we are now talking about our sphere ofВ influence and our funnel.
Agree with me that the majority of our clients are our fellow citizens, who can be safely attributed to the so-called “reds”.
For those who have been inВ the market for aВ long time, this information will not be news: people really similar toВ each other, and they can be combined into groups.
I’ll tell you about it in more detail. Knowing this aspect will help you find the answer to the question “why?”.
CLASSIFICATION OFВ CLIENTS BYВ COLORS
BEIGE
Beige clients are not decision makers (DMs).
These may be relatives who select real estate not for themselves, but for their daughter, who is inВ another city and upon arrival will independently study the real estate market.
You can’t waste time on beige clients
PURPLE
Violet is aВ very difficult type ofВ client. However, if you can adapt toВ them, then success is guaranteed.
Purple client is aВ supporter ofВ any teachings. He pulls into his value system, offers toВ become aВ member ofВ his society or asks you toВ buy an Energy Diet slimming shake.
InВ aВ word, these are fans ofВ their views, and if you behave correctly with such aВ person, then the deal is secured.
Remember how fanatically the client pulls you into their business. Just as fanatically, he will talk about you inВ his sphere ofВ influence.
RED
Now, please, more attention: RED INВ THE CITY!
This is not a reference to the last century – this is a characteristic of our society.
Each ofВ us is aВ little red. You are not born red, you becomeВ red.
Just so you understand: even purple clients can turn red if you make one mistake.
Who are the red ones?
Basically, these are aggressive, insatiable, greedy customers. It doesn’t matter to them whether the product is of high quality, what risks are possible when buying. They are interested in bargaining – cheaper and more.
Don’t put your finger in their mouth. When communicating with them, in no case should you talk about concessions, bargaining, that you can give up with your commission.
By saying this, you will open Pandora’s box, and the red one will never come off. There will be bargaining until he breaks the deal for himself.
It is for them that advertising campaigns of the following type have been created: “Buy an apartment and get a refrigerator as a gift!” or “Pyaterochka store near the house” and at the end of the announcement in large letters: “BARGAIN!”.
Submit such an advertisement – and you are provided with a call. You’ve landed a potential client, a red client.
How toВ work withВ him?
There is no panacea.
If aВ person wants toВ make aВ deal without intermediaries, he will go toВ theВ end.
