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Imagine yourself, having to assess the market, choose who you are going to prospect, make all the contacts and close the contract. Sounds tiring, doesn’t it?

If we think about simple sales, this model even makes sense. As the steps in the sales process are shorter, it is understandable that the same seller pulls you into the store, shows you all the stock, persuades you, and goes to the cashier to close your purchase.

However, in complex sales, which have greater added value and longer cycles, the multipurpose salesperson faces difficulties. After all, it’s hard to maintain motivation, focus and still have effective training to do all of this.

Conducting every step of the sales process can overwhelm your team. This increases the chance of missing the timing of closing an account or getting confused among leads at different stages.

Besides, in the midst of this confusion, how will your sales team know how to measure results and find problems?

That’s why, here on the OTB blog, we always defend the segmented model, in which each professional is responsible for one of the stages of the sales process.

Breaking the sales process into stages, customizing it for your market, knowing who you will offer it to and how to offer the product… This can be the starting point for many companies that want to survive and grow in the market.

But what are the steps in the segmented sales process adopted by the Lahore smart city? What happens in each of them?

In this article, I’m going to show you what the steps are here in Outbound Marketing. This is also the model we pass on to our customers. Come on?

1st Stage – Commercial Intelligence

In the segmented sales process, the first step is to define who you will try to sell to.

It’s no use trying to offer your product to everyone. It’s a waste of time and money! Not everyone needs what you offer or is able to buy.

It is in the business intelligence stage that this problem is resolved. The intelligence team will analyze the market, analyze competition and define the target audience for prospecting – the type of buyer to whom you will direct your cold calls, cold emails, and your Inbound.

IC member looking for that lead’s email

At Outbound, commercial intelligence monitors the end-to-end sales process, using indicators and constant feedback between stages to assess whether the strategies are generating results.

It is also the IC team that puts lists of smart leads into the sales funnel, after constantly searching for companies that might buy a service or product.

In this search, information about the companies is raised, but mainly forms of direct contact with the decision-maker.

2nd Stage – Prospecting

If we already have a list of companies to prospect, with basic information such as the decision maker’s email and phone number, it’s time to take action.

Prospecting is the first contact with your potential customers. You must pass a good first option and convince him to listen to what you have to offer.

The prospector needs to impress on the first contact

Whether through a cold call or cold mail, the idea is to show your target that you have something that will bring positive results and you just need to present this solution.

Here at OTB, we use this approach to schedule the first meeting. Thus, we create expectations in the lead and guarantee that, for a moment, we will have their full attention.

It’s a common mistake to offer your idea at a time when the prospect can’t pay attention. Just remember those annoying telemarketing calls where the agent starts dumping the sales pitch without even knowing if you can talk. It starts with 1 to 0 against on the scoreboard.

But the most important point is that the contact must be made directly with a decision-maker. This makes it much easier to control the flow of information and the speed of the business, saving you from spending hours and hours talking to people without any influence in the prospected company.

3rd Stage – Qualification

Arriving here you already have a lead connected and interested in your product. Now enter the SDRs or sales representatives, who are responsible for presenting the service and qualifying the lead.

Qualification is the step in the sales process where you try to get to know the lead more deeply. Here, the most important thing is not to talk, but to make the lead talk and listen. This will make it much easier down the road, when we are going to offer and negotiate the service.

Making the Lead Talk and Listen: The Qualifier Challenge

Any information can be important during a negotiation, but the focus is to find out what the lead’s goals are, where he wants to go, how he plans to achieve it and what difficulties he faces. In short, you want to know what the lead pains are.

Don’t expect him to come up with this upfront and on his own, you need to guide the conversation to get to that point.  At OTB, we use some frameworks that help with this task, such as GPCT and SPIN Selling. Study them and put them into practice!

4th Step – Closing

In this step, you’re dealing with leads that have already identified your issues, know the risk of not solving them, and that your company can offer help. Therefore, they are more open to the solution and mature enough to receive business proposals.

The account executive, or closer, will close the contract. He receives all the information that was gathered in the first steps of the sales process and, based on that, shows the prospect how to take advantage of his solution.

The closer is the one who will shake hands at the end

In general, the proposal is to feed the desire for the solution through a demonstration. How it happens depends a lot on the nature of your product.

As a team of Capital Smart City is a Marketing and Sales expert, at OTB we present success stories. We show how we help companies with similar problems and the results obtained. And it works well, because who doesn’t like to see good numbers?

Now if your product is software, for example, a guided demo or trial period might be good outputs.

Showing, in practice, what you have to offer and how it can generate results for the lead is the main point. You want to awaken the desire for your service at once. And ready! Now it’s time to propose a business and talk about values.

You will find it much easier to make a proposal to someone who is already engaged with your solution and has gone through an accurate qualification process.

The lead was analyzed by the commercial intelligence team, showed openness to know your company, presented problems and willingness to solve and knows what you can offer. This is the time!

What’s more, by now you should be talking to the decision-maker and you should already know how much money your lead can pay for your product.

You have at hand everything you need to propose something coherent, in terms of cost-benefit and with a high probability of closure. Propose, negotiate and close!

5th Stage – Post-purchase

We have a new customer! So, is it the end? No, it’s not over!

As important as acquiring new customers is knowing how to keep them. Selling is just the first (and smallest) step in this relationship.

The Customer Success team must welcome the new customer

Keeping a customer means ensuring their success and satisfaction. It is essential that, after the sale, someone on your team is responsible for introducing the service. After all, at this moment, the customer still does not have full knowledge of what he has just bought.

Then comes the role of Customer Success, which acts on the buyer’s engagement with the product or service from onboarding, to reach moments of success quickly.

The customer service relationship with the sales team here at OTB is a two-way street, essential for both sides. CS has direct contact with the customer using the service and knows the satisfaction and success profiles.

Well, if the idea of ​​segmentation, from the beginning, is to sell better to the right targets, knowing which type of customer has the most post-purchase success is an excellent way to target your market. Besides, it’s a huge source of cases for your company.

In the opposite way, the information collected throughout the stages of the sales process are opportunities for knowledge. They can be useful for the CS team from the first contact with the customer.

In short, following the customer after the purchase, ensuring their satisfaction and understanding the feedback given to them are completely linked to the sales process.

How to define the stages of the sales process impacts your results

In this article I explained to you what the steps of the sales process are and why defining them is the best option for complex sales.

A well-organized and segmented process is the path to good performance control, gap assessment, and revenue forecasting.

You will be able to work with a much larger flow of potential customers. And better than that, they will be contacts with companies that can actually buy. In other words, no more shooting in the dark.

Is that you? How is the sales process divided in your company? Can you have full control of the operation? Do you know how to predict and define the prospecting flow?

Comment below or send me an email telling: marketing@outboundmarketing.com.br.

We assemble exclusive material for you to solve all your doubts about real estate financing. Within this file, you will find more than 30 answers to the most common questions of real estate financing.

Do you have a lot of questions about this topic? Real estate financing has evolved a lot in recent years, and its bureaucracy is getting easier and easier. To try to help you, we have assembled exclusive material with the most frequently asked questions that our customers and partners ask us on a day-to-day basis. See some of the most frequently asked questions here. And if you find it interesting, download our complete material with the 30 most frequently asked questions and answers from real estate financing, and stay tuned on this subject. Come on?

1) I already have a mortgage, can I do another one?

Yes, as long as you can prove enough income to take on the financing you want to do. The new financing must fall within the credit policy in force by the financial institution.

2) Is it possible to transfer real estate financing?

Yes. The transfer of the financing will only be possible through the granting of new financing to the applicant, which will be based on the credit policy and legislation in force at the time of the grant.

3) Can properties under construction be financed by a financial institution?

Financial institutions do not finance real estate that is under construction. It is only possible to make the real estate financing of the properties ready and that have inhabited.

4) Can FGTS be used to amortize real estate financing?

It is possible to use the FGTS for the amortization of real estate financing, as long as the financing falls within the CEF rules. FGTS can be used to amortize the outstanding balance, and to change either the value of the installments or the payment term.

Did you already know the answers to these questions? Do you know the most common questions customers have about real estate financing? To update yourself or find out what those questions are, be sure to download our educational material.

The real estate market suffered from the economic crisis. The sector that has already experienced a moment of expansion, due to the creation of housing programs, such as Minha Casa Minha Vida, now contemplates a drop in sales and property prices. Creating a sales plan for real estate is a way out of this moment.

But how to do this planning? If you have no marketing and sales skills, don’t worry. In this article by Lahore smart city, we will approach the theme, contextualizing the lessons for the real estate market. Prepared? So, good reading!

Create or update your business plan

The business plan is a study that needs to be done in the initial moments of the company. With it, the entrepreneur is able to find out who his target audience is and who his direct competitors are.

The problem is that this strategy does not automatically adapt to new real estate challenges. Therefore, a company that made its business plan 5 years ago maybe making decisions based on obsolete data.

Invest in digital marketing

Communication has changed a lot and your company needs to be attentive. Therefore, when creating your sales plan for real estate, you need to dedicate space to digital marketing.

Tools such as websites, social networks and blogs are able to improve the capture of information about your customers, creating qualified leads. This is enough to improve the work of your sales team.

Invest in salesperson training

Sales professionals need to be prepared to communicate with the customer properly. This means breaking the investor’s initial resistance, gaining their trust.

To achieve this goal, your team needs to be well-informed. The client may come with negative information about the neighborhood, the financing conditions or the property. He has probably done some research on some topics before talking to the seller.

Therefore, the attitude of the real estate professional should be to educate the client, explaining the reality of the market or the product, so that he feels safe.

Price your sales strategies

All the suggestions in this article have an implementation cost and the real estate company must know them. Sales planning focuses on creating strategies that improve the company’s results but without harming cash. Therefore, contextualize the investments focusing on the reality of your business and market.

This means that you will need to create metrics that can show if your strategy is working. For example: after training the sales team, has there been an increase in the conversion of visitors into customers?

However, be realistic. All strategies have a maturation time, being considered medium and long-term actions. So the sooner you start creating your sales plan for real estate, the better.

As we have seen, sales planning for real estate should be used to face difficult times, but keep in mind that your goal is to increase the sales margin, and not to help the company financially.

If you liked this article share it on your social networks! Your colleagues may be looking for just that information!

In times of economic instability, there is nothing more recommended than saving as much as possible and making your money pay off. In this case, saving is usually the first option, as it is a popular type of investment, easy to apply and understand.

The truth is that, due to its low profitability, investing only in savings can be a bad idea. Following the recommendation by park view city that eggs should be distributed in several baskets, it is important to find more investment alternatives to prevent the limitation of profit possibilities.

In this post, you will learn about some types of safe and uncomplicated investments, which can be even more advantageous than a savings account. Check out!

1. Investment in real estate

As much as the acquisition of a high-cost asset may seem contradictory to those who want to increase their income, the purchase of real estate is able to guarantee a more peaceful and profitable future. This is because this type of investment is not influenced by inflation, since the values ​​of transactions in the real estate market are updated by the INCC.

The investor who still lives on rent will end up getting rid of this big monthly expense and, who already owns their own home, will be able to guarantee a good extra income, through the collection of rents and/or the valuation of a second property.

2. Bank deposit certificates (CDB)

CDBs are safe and profitable investments, as they do not include income tax charges (only the IOF in the case of investments less than 30 days and income tax).

These are debt securities issued by banks. Through loans, the investor provides resources for the institution to carry out its activities while it is remunerated for it.

3. Direct Treasury

Bank savings can be an option with good liquidity and simplicity in the long run. However, it has less profitability when compared to Tesouro Direto, which is an investment with public guarantees.

Therefore, it is safer than savings, as the government has the possibility of applying taxes to cover expenses, while savings have a limit on the recovery of deposits in case of bank failure (even if the bank is public).

4. Fixed income funds

They work in a similar way to the savings account, but the difference here is that the profitability of the funds is directly related to the interest rate variation.

An advantage of this type of investment is ease. If you need to redeem the funds, the money usually goes into the account on the same day. However, it is necessary to pay attention to the administration fee charged to compare the options that make the investment more attractive.

As you can see, there is a wide variety of safe investments to make your money pay off in addition to savings. The choice only depends on your profile and financial education. In any case, it is important to stay informed about the financial market and its trends in order to maximize your profits.

Did you like the post? So stay on top of the content on our blog and take the time to read another one of our articles with tips to save your money!

Do you know how to deal with the different personalities of customers? In this article, we will give you some tips!

It is common for real estate agents to focus on developing the best sales strategy like nova city. This includes creating a communication plan, studying the market, etc. However, if the professional does not analyze the different types of clients, he can see all this effort go nowhere.

People are different, they have different personalities and this needs to be understood. To help you understand the differences between types of customers, we have prepared this article. In it, we list the most common ones and explain how to do the right approach. Come on?

Undecided customer

The indecisive customer has a very empty notion of what he needs. He knows he wants to buy a property, but he doesn’t know anything about financing lines, location, type of property he wants, etc.

In this case, the broker needs to be considerate and try to delight the customer, but he must be careful not to invest too much time in an approach that may not immediately generate sales. The indecisive customer usually takes a long time to figure out what he needs.

Confused customer

He knows what he wants, but it confuses important terms – and that can make him get the wrong idea about the business. For example, confusing data from a simulation, not understanding what interest rate is, etc.

Thus, it is up to the broker to be well informed to explain these topics in a didactic way. Remember that not everyone works in the real estate market and that what seems obvious to you can be a challenge for someone else.

Critical customer

He is a person who has, or who believes he has, vast knowledge about the real estate market. This client tries to intimidate the broker with knowledge. Imagine that you are selling a property to another broker. This is more or less the situation.

Therefore, the professional should not be intimidated, maintaining a firm but cordial posture. Do not try to disallow or show that you know more than he does, as this may offend you.

Communicative client

A friendly person who likes to talk a lot, not always on topics related to the business. This behavior can come from insecurity with the purchase, from an emotional deficiency or simply from extroversion of the person.

He is an easy-to-deal customer, but the broker will need to be careful not to lose focus on the one-time meeting: selling a property.

Angry customer

He may be irritated by something that has nothing to do with the business, such as an unpleasant situation he has lived in, or the negotiation. In the first case, try to calm him down or propose to change the date of the meeting, showing that you have no connection with the fact that bothered you. That way, you will earn that person’s trust.

Now, if the bad mood is connected with the purchase, such as bad customer service at the real estate company, try to be objective and helpful to avoid a worsening of the situation.

These are the main types of customers found in the real estate market. Use them as a parameter and develop methods to deal with each one and capture them in the right way. The first step in doing this is to watch people carefully.

What is inflation anyway?

Inflation is nothing more than the increase in prices of products and services in a given region, over a period. And obviously with the increase in prices the purchasing power of consumers decreases. Generally, those who suffer the most from the effects of inflation are salaried workers.

The indices that measure inflation in Brazil are the INPC (National Consumer Price Index), applied to families with income up to 6 minimum wages and salaried workers, and the IPCA (National Extended Consumer Price Index), applied to families receiving the amount of up to 40 salaries from any source of income and residents in urban areas.

How does inflation impact the family budget?

But to what extent can the inflated economy cause problems in the family budget? It is very difficult to have control over these effects, but there are some ways to shield and avoid losing money in times of crisis in the economy.

If you are self-employed, work with commerce, know that the best way to avoid the effects of inflation is to join it! Passing on inflation in the price of the products and services offered is the best way to continue making a profit on your revenues.

Tips for dealing with inflation!

There are great ways to protect against inflation when it comes to investments. Investments, in addition to guaranteeing stabilized resources when related to inflation, can also bring profits depending on the fund. Inflation-linked fixed income securities are an example of investments that protect us from the effects. Other ways, still talking about investments, that we can mention here, are:

– The purchase of shares that manage to pass inflation in the price of their products.

– Real estate investments, which rarely lose money when buying a property, are a way to bring us favorable returns.

A third tip, although very obvious, often goes unnoticed, consumerism.

Controlling consumption should be a basic rule in a family budget, but often this is not the case. We end up consuming more than we should, choosing the most expensive and buying what we don’t need. So it is always good to analyze before making a purchase, make price comparisons, and look for cheaper options, so it is possible to cushion inflated prices.

As Blue World City mentioned at the beginning of the article, it is very difficult to control the effects of inflation, but we can keep control of our budget because this by right only belongs to us and taking care with intelligence and looking for the best actions, we can ha

In a competitive scenario such as the realtor, the professional has one more tool to strengthen his image: personal marketing.

In a nutshell, personal marketing emphasizes and consolidates the professional’s qualities in front of the public, mainly favoring his contacts, reputation and interpersonal relationships.

Consistency, authenticity and persistence are keywords that will guide your decisions in consolidating your brand.

Want to know how to develop a powerful personal brand? Check out our tips:

Identify your strengths

The first step in personal marketing actions is to identify your strengths and work to improve them. If you have difficulty in this matter, it is worth asking your most sincere friends and family about the characteristics that deserve to be highlighted.

Punctuality is key

You may have heard the phrase “the first impression is what remains”, and it is very true in the real estate market. If there is a scheduled visit to the property, arrive before the customer and wait for him.

Having responsibility for schedules and knowing how to organize time is essential for any career, in addition to being a habit that positively affects other aspects of your life.

Take care of your image

Following the same idea as the previous tip, taking care of your own image is also important for a solid personal brand. It is always recommended to wear appropriate, clean and well-ironed clothes, in addition to taking care of your hair, beard and nails.

Another important issue is to pay attention to vocabulary. Slang and slang words are out of the question, and it is necessary to be careful with treatment that is too informal.

Be present on the internet

Your personal brand can also (and should) be enhanced in your digital presence. Take advantage of social media facilities to create and develop relationships with your customers and stakeholders. A YouTube channel for the most uninhibited on camera, a podcast or a well-written article about the content you have mastered is a great way to start generating value and positioning yourself as an expert in your field.

Network

You can’t talk about relationships without remembering networking. For a successful realtor, it is essential to maintain a network of contacts, which can be done online, mainly on LinkedIn and offline in training courses and events in the real estate market. Use every opportunity you have to interact with your colleagues, exchange experiences and contacts.

Now that you already know that personal marketing is not a seven-headed bug, start putting the tips into practice and remember: never settle down. Seek constant improvement of your qualities and make success a consequence of your work.

Increasing productivity at work is the goal of every professional, and it is no different between realtors. Acting autonomously brings several benefits, but it also makes the earnings at the end of the month depending on what has been produced.

Productivity is an aspect that can be improved when habits are developed that make the mind and body more prepared for the professional routine.

The secret to success lies in small attitudes, so we have separated some guaranteed tips to improve your productivity at work.

Wake up early

As a real estate agent, your hours are more flexible than most people, so it is important not to be tempted to sleep a little more in the morning.

Have you noticed that you are more willing, attentive and the day is better when you wake up early?

This habit may not be an easy task, but it is possible to start slowly: if you wake up normally at 10 am, start waking up at 9:30 am, then at 9 am and so on, until you reach the time that you consider ideal.

Motivate yourself every day

Working motivated is essential to pass positive energy when serving the customer.

Wear your best clothes and get out of bed every day with the desire to be a winner. Obstacles certainly appear, but it is necessary to see them as an opportunity to grow and learn.

Plan your days

The broker’s profession involves several tasks, so it is important to keep the agenda organized, so no commitments are forgotten and deadlines are met.

Try to separate your tasks in the form of a checklist and cross that list throughout the day. Before you go home, write down the list for the next day, so you are less likely to forget important things and start the day with the goals set.

Take the time to read

In addition to gaining more knowledge, dedicating time to reading encourages the brain to be more creative, trains memory and expands vocabulary.

The habit of reading is important for all professionals, and you can develop your skills with business and market books, economics, self-help, etc. Read at least one chapter a day and reap the sales results.

Promote your work

In order to increase your income as a realtor, it is also necessary to make constant disclosure. Carry your business cards everywhere and connect with people. Being recognized and having a great reputation will make a difference when it comes to attracting customers and closing deals.

Today is the right day to start working on changing your habits. Go slowly and reach the top!

Many doubts arise when we are faced with the acquisition of a property, the main one being how real estate credit works, mainly because this theme is so complex. In today’s article, we clarify for you how this type of credit works.

How does real estate credit work?

When people are unable to buy a property with their own resources, they need to use the credit offered by banks, paying the seller in cash and paying the buyer in installments. Therefore, the buyer undertakes to pay this debt through a contract and other bureaucracies. The property cannot be negotiated as long as there is a debt with the bank.

What are the conditions that exist to finance a property?

Many banks finance real estate, however, it is worth mentioning that surveys are always welcome so that the conditions of each of them are very clear, such as interest rates, duration of the contract and the percentage referring to the value of the property, which may be financed. Once this step is resolved, you can search for the bank of your choice and start the credit release phase.

What is the documentation required to release the mortgage?

In principle, the required documents are:

  • RG;
  • CPF;
  • Birth or marriage certificate;
  • Proof of income – proving that the payment of the installments will not exceed 30% of your income;
  • A couple’s income tax return – will be requested, depending on the situation.

After the delivery of the documents, a cadastral analysis will be made, for approval or not of the requested credit. Once everything is agreed, on the part of both the buyer and the seller, a contract is drawn up that both parties sign, assuming the commitment in question. It must be registered with a notary and taken to the bank branch, after this process the credit will be released.

What should I do after the settlement of the property?

After settling the property with the construction company, immediately request the removal of the property from the mortgage, in order to issue the Certificate of Royal Burden – protection document, which certifies that the buyer is in debt.

What measures will be taken if the buyer fails to pay the mortgage?

If this fact occurs, a lawsuit will be the departure for the bank to seek its rights, in order to keep the property, which will go to auction. Legal costs will be deducted from the amount received and the rest will be returned to the consumer.

Now that you are aware of the documentation required to acquire the mortgage, do you feel more secure in making the purchase? Like our Facebook page and stay on top of other articles and news on this subject

Attracting clients can be one of the biggest challenges for a real estate agent. Some professionals are frightened because of the growing competition. Others do not have a plan to increase the clientele, being held hostage by the increase in the demand for real estate.

If this is the situation you are in, it is important to understand what can be done to reverse it. Creating an adequate fundraising strategy is no big deal.

Do not believe? So, follow this article to the end!

1. Invest in local media ads

Many people view the ad as an expense, but this is not true. Advertising only becomes a cost when the person does not make that investment in the right vehicle. Otherwise, the ad is a great investment.

The simplest way to make yourself known in a neighborhood is to advertise in the local media. Community radio and local newspapers are excellent ways to talk directly to your target audience. Contrary to what many people believe, these ads are not that expensive.

In addition, this strategy reaches a  more traditional customer share, which is not so comfortable with social networks, for example.

2. Advertise on social networks

On the other hand, if you know that your customer is in the habit of browsing social media, advertising on these platforms can be a good idea. However, even so, it is important to have the support of communication professional.

Sloppy, amateur-looking ads can damage your image. Also, avoid promising what you cannot keep. In addition to being a criminal action, failing to meet a customer’s expectation can permanently close doors.

3. Create content

Investing in content creation is a way to gain relevance on social networks, websites, and blogs. When doing a deal, the client will prioritize for that broker with whom he maintains a relationship of trust.

This trust can be earned with the generation of valuable content in its communication channels. So, avoid posting texts, photos, or videos without proper planning, or a really relevant message. Taking questions from consumers is a good option to gain space on the network.

4. Invest in email marketing

You are likely to subscribe to a newsletter or receive promotional messages from the brands you like best, right? Even though we are in the age of applications, email is still a smart way to win new customers.

For this idea to work, the broker must use an email trigger tool. Also, never send emails to random people or buy an email list. Finally, remember to create useful content for your client.