1. You will be able to work with me;
2. You decide that you are not ready to work with me;
3. I will decide that I am not ready to take on a job with you (ultimatum)!
Any of these three options will suit me!
Let me ask you some questions:
A. You want to 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 to learn and constantly develop?
(After receiving three answers, we will find out the motivation for working in 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 of construction, secondary buildings, plots, commercial real estate, private houses.
Be sure to enter the results of these negotiations with a potential partner in your table.
Continue to regularly work with your environment, remind yourself of yourself in various ways.
Thus, working with the database is a continuous cyclical process. Remember: prospecting will bring you a significant number of clients only if the sphere of influence is systematically and regularly worked on.
2.2. Project search
This book talks about how you can make a profit in various ways.
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 Ill 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 of this method is the fact that once you start to become known as a specialist in your area (region), it will be very difficult for other agents or the whole company to force you out of your market.
How should one properly cultivate?
A. Determine the geographical boundaries of your local market and describe it.
The optimal volume is considered to be from 50 to 300 of real estate properties.
B. Define a segment.
You can choose the economy segment of 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 by apartment, positioning the object as a business class.
It makes no difference to you how you receive your money. Investments in real estate will always exist as long as this world exists. The most important thing is for you to choose your own market segment and work with those clients with whom you would like and know how to work. By segmenting your funnel, you will be able to identify who owns this type of property. Contact them and try to build a business relationship.
B. Thoroughly study the real estate market in your area.
Explore your area. You need to know the price level in the area in order to 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 to conduct market analytics and negotiate based on this analysis will be your competitive advantage.
G. Study the infrastructure of the area.
Social and cultural facilities are of great importance:
Hospitals and polyclinics (for children and adults)
Kindergartens and schools
Fitness clubs and swimming pools
Stadiums, sports facilities
Restaurants and shops
Car services and parking
Beauty salons, childrens 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 1520 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 in your area!
Life hack
Objects long gone from the real estate market that were on the market, but were not sold for a certain period of time, because they were withdrawn from sale by the owners.
Such objects can always be found by carefully tracking the databases and by forging partnerships through their old communication channels.
It is also possible to conclude an agreement a few years after the removal of the object from the sale.
Phone calls and personal meetings with the owners of such real estate can be an effective way to quickly create new projects. To do this, a large package with information about your services, your team, as well as a 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 of the partners and investors, but only if you use them correctly.
Facebook1, V- Kontakte, Odnoklassniki, and Instagram2 are suitable for your activities. But keep in mind that they all have a 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 a personal page for the work, clean it thoroughly.
Photos for personal use and vulgar jokes are not allowed. Minimize the number of hippos, cats, posts about all kinds of socionics and family psychology. All of this can alienate your potential customers.
B. The best option is to start a professional page for the work. In this case, each of its elements should work for your image.
C. Make publications on your page daily. Publications must be in interview format. Interviews should be recorded with all market participants: with realtors, with sales managers, with heads of sales departments or real estate agencies, with developers or with owners of big real estate.
Publications can be devoted to the intricacies of your activities, the situation on the real estate market, the opening of new malls and other interesting events in 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 of the professional page on a social network on a business card.
Chapter 3 WHY DO YOU NEED THIS BOOK?
In order to expand your funnel, grow from an agent or agency into a big independent project.
Why is this topic important?
Of course, you can put this book aside and continue chasing a client who is not eager to communicate with you and who is most likely not happy to pay a commission.
Here the question is not that you did not manage to present your value, but that every person has a desire to benefit, to save.
I can give examples where a person does otherwise. In my practice, 90% of foreign clients did not even think about the fact that these services of intermediaries cannot be paid. They had a cost in their head, and what elements it consists of is not their concern.
But we are now talking about our sphere of 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 in the market for a long time, this information will not be news: people really similar to each other, and they can be combined into groups.
Ill tell you about it in more detail. Knowing this aspect will help you find the answer to the question why?.
CLASSIFICATION OF CLIENTS BY 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 in another city and upon arrival will independently study the real estate market.
You cant waste time on beige clients
PURPLE
Violet is a very difficult type of client. However, if you can adapt to them, then success is guaranteed.
Purple client is a supporter of any teachings. He pulls into his value system, offers to become a member of his society or asks you to buy an Energy Diet slimming shake.
In a word, these are fans of their views, and if you behave correctly with such a person, then the deal is secured.
Remember how fanatically the client pulls you into their business. Just as fanatically, he will talk about you in his sphere of influence.
RED
Now, please, more attention: RED IN THE CITY!
This is not a reference to the last century this is a characteristic of our society.
Each of us is a little red. You are not born red, you become 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 doesnt matter to them whether the product is of high quality, what risks are possible when buying. They are interested in bargaining cheaper and more.
Dont 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 Pandoras 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. Youve landed a potential client, a red client.
How to work with him?
There is no panacea.
If a person wants to make a deal without intermediaries, he will go to the end.
Yes, he will smile in your face, but in the end, he will try to do his best to save money.
The only advice is to be stronger, show the client that you are a professional, and if he does not want to pay for your work, then please let him continue looking for real estate without you.
BLUE
It can be said that all foreign customers are blue. They came, they chose, they bought.
The blue client does not like gray schemes, he needs specifics: price, floor, distance to the sea, how much money the rent will bring.
If such a client sees that you have exaggerated or even lied somewhere, he will immediately find a replacement for you, since it is important for him to work with a good specialist. Unlike the red client, the blue one will not break the SIM card after showing the object. Blue will say to his face what exactly did not suit him in the object and the specialist.
ORANGE
Orange is the most favorite client (investor).
He doesnt care how much you earn. The main thing is how much he can earn thanks to cooperation with you.
GREEN
Comfort is above all.
They also dont care how much you earn. The main thing is that their property should have such characteristics that will give them positive emotions: a view from the window, maybe a square, a beautiful courtyard. In short, a landscaped area for a comfortable life.
Absolutely every client can become red. Dont bargain, stay within limits. However, if you make a mistake, then 99% out of 100% is a loss of opportunity to get results, and most importantly, a loss of time that you could spend on other motivated clients who appreciate your service.
But dont rush customers! you say. And some will even get ahead of me and will stand on the fact that the specialist chooses the client, and not the client chooses the specialist.
I will answer it this way:
Do you need to know your worth and not work with those who do not appreciate you? YES.
Do not scatter customers left, and right? YES.
Both points of view are correct.
And that is why it is necessary to create a digitization of customers that will attract absolutely everyone, regardless of their color and bring you one hundred percent income.
Minimizing the number of broken deals and broken contracts is very simple.
Script 1
(On the example of an ordinary real estate agent an outgoing purchase call):
Good afternoon! My name is Ekaterina. Are you interested in buying real estate?
Client response: Yes.
How can I contact you?
Client response: Bogdan.
Excellent, Bogdan! For what purpose do you want to buy property? Life, recreation, investment?
Client response: Life. (It doesnt matter what his answer is. Our goal is to digitize the customer. The first rule of any entrepreneur is DO NOT MANAGE THAT YOU CANNOT MEASURE.)
Bogdan, I need to measure your motivation. Please tell me how urgently you are ready to buy a property on a scale from zero to ten, where 0 means you will be looking for a property for another year and 10 means you needed to buy an apartment yesterday.
Please name a number.
Script 2
(On the example of an ordinary real estate agent an outgoing sales call):
Good afternoon! My name is Ekaterina. Are you selling your apartment?
Client response: Yes.
How can I contact you?
Client response: Bogdan.
Excellent, Bogdan! If you sell your apartment, where will you move next? (Here we find out alternative sale or free.)
Customer response: Alternative. (It doesnt matter what his answer is. Our goal is to digitize the customer. The first rule of any entrepreneur is DO NOT MANAGE THAT YOU CANNOT MEASURE.)
Bogdan, I need to measure your motivation. Please tell me how urgently you are ready to sell the property on a scale from zero to ten, where 0 means you will sell the property for another year and 10 means you needed to sell the apartment yesterday.
Please name a number.
There is no 6 in this coordinate system.
If the client rates his motivation from 0 to 5, you can safely hang up in your CRM system and log: 8 999 713 33 30, Bogdan (A) the alternative and the number that Bogdan named.
Why?
Because Bogdan has no motivation. He can wait a year, six months, and you need the money now.
For the sake of experiment, you can safely transfer all your unmotivated clients to your colleagues who refuse to run their own business and use scripts.
And you will see how at the moment when you already have substantive negotiations with motivated clients, your colleagues will be aggressive, lose heart, get angry because of negotiations with your unmotivated clients. Then you will understand that your money is in your hands.