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 by as many decision makers as possible. Join any public organizations and groups. There are many professions closely related to real estate and investment. Arbitrators, lawyers, mortgage brokers, specialists in lending departments, architects, surveyors, cadastral engineers can become good sources of information.
Thus, networking is a good way to build professional connections and expand your funnel.
Create the table for input data:
▪ Last name
▪ Name
▪ Surname
▪ Telephone number
▪ Result of negotiations
The table should provide for the possibility of including all the information necessary for the work and making comments on the work done for each contact.
A. An example of the initial appeal to 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 a face-to-face meeting):
– (Name), at the end of the meeting, one of three events will occur:
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 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 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
