Qual a estrutura de um funil de vendas no mercado imobiliário? Dicas para corretores de imóveis

Summary

In a conversation at the largest event in Latin America, the speaker reflects on the value of opening doors for people to ask questions, especially when discussing topics like the real estate market. He shares insights into sales funnel structures, the importance of marketing, and how to approach lead generation, sales teams, and real estate proposals. The speaker emphasizes the survival aspect of building a personal brand in today's market, providing practical insights into sales, rentals, and profitability. The event proved to be an exciting and valuable experience for everyone involved.

Takeaways

• 😀 Providing opportunities for people to ask questions is crucial, as some may feel vulnerable or shy to seek help.
• 😀 The 'Conecta Você' event in Latin America was a great platform for sharing knowledge and answering questions.
• 😀 Many attendees asked about sales funnel structure, including how to organize departments and processes effectively.
• 😀 A well-structured sales funnel includes stages like lead generation, marketing qualification, and scheduling visits.
• 😀 It is essential to track the quality of leads and their progression through the funnel to ensure successful conversions.
• 😀 The role of SDRs (Sales Development Representatives) and MQLs (Marketing Qualified Leads) is important in managing and qualifying leads.
• 😀 Agendas for property visits are crucial, but without commitment, those visits often fail to convert into sales or proposals.
• 😀 Understanding which types of sales result in successful conversions is key, especially for properties and rentals.
• 😀 Brand building is essential today for both survival and success in the market, more than ever before.
• 😀 The importance of establishing a personal or company brand was emphasized as a critical element in standing out in the competitive market.

Q & A

What challenges do people face when trying to ask questions in events like 'Conecta Você'?

People often feel reluctant to ask questions because they don't want to appear fragile or unsure. Many individuals may lack the opportunity to ask or may hesitate due to fear of showing vulnerability.

How does the 'Conecta Você' event help overcome these challenges?

The 'Conecta Você' event provides an open platform for people to ask questions, offering an opportunity to engage with experts, especially in fields like real estate, which can be highly technical and specialized.

Can you share an example of a question asked during the event?

One of the questions asked was about structuring a sales funnel, focusing on how each department fits into the funnel, from marketing and traffic generation to lead quality, sales team roles, and SLA response times.

What did the speaker discuss regarding sales funnel structure?

The speaker highlighted the importance of dividing the sales funnel into different stages: marketing, lead quality, sales team involvement, and visits that convert into proposals. They emphasized measuring which activities and sales generate results.

How important is it to measure the performance of visits in real estate sales?

Measuring visit performance is crucial, as it helps identify which visits lead to successful proposals and sales, while others may not result in any deals. This data helps refine strategies and prioritize high-conversion visits.

What specific aspect of real estate was mentioned regarding rental properties?

The speaker discussed the profitability of rental properties, noting that there is a critical point in the year when rentals start generating positive returns. The timing of when rental income becomes profitable is key to real estate investments.

Were there any questions regarding how much property should be captured or listed?

Yes, one question asked whether all properties should be captured. The response was that not all properties should be captured, indicating that selecting the right properties to list or manage is essential for business success.

What is the role of personal branding in the real estate market, according to the speaker?

Personal branding has never been more important, as the speaker emphasized that building a strong brand is not just about recognition but a matter of survival in today's market. It helps establish trust and credibility in a highly competitive industry.

What type of questions did the speaker find most engaging at the event?

The speaker found the questions about sales funnels, property listing strategies, and personal branding particularly engaging, as they reflected the audience's desire for practical, real-world advice.

How did the speaker feel about the event and the questions asked?

The speaker described the experience as enjoyable, even though some questions were a bit challenging or surprising. Overall, they appreciated the chance to share insights and engage with the audience.