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1. Real Estate Marketing Project Life Cycle & Lead
Generation By Yogesh Dhule
2. Agenda Introduction to Project Life cycle. Lead Generation
marketing. Managing Sales Process. Lead closure in Real Estate.
Role and Responsibilities. Objective: To make you understand about
the method that could be used for effective lead generation. You
could be aware of the current methods implemented by the builders
in order to generate orTrainings by Vidya Bhagwat close a
lead.
3. Real Estate Cycle Real Estate Cycle Identification of Real
Estate Business/Investment Opportunity Career Real Estate
Consultants /Analyst /Investment Mangers Development of
Land/Property Selling/Financing of Property Career Career Sales
Head/Manager ,Home loan Manager ,Marketing Consultants ,Internet
marketing executives Civil Egg, Operation Mangers, Product Sales
mangers ,Housing Finance manager/Architect /Lawyer Company Company
CompanyFact Sheet-Global Revenue 12500 Cr 2.5 Billion USD/2010 Fact
Sheet- Market Trainings by Cap 31,000 Cr Vidya Fact Sheet Bhagwat
Profit 2010-11 Rs 4528 Cr Entrepreneurs Secondary Market
Transactions Career Real Estate Agent ,Property Managers, Real
Estate Valuator Company Fact Sheet-Asset management more then 500
billion USD
4. Real Estate Marketing Project Life Cycle Lead Generation
Process Involved Trainings by Vidya Bhagwat Lead Closure
5. Lead Generation Lead generation is a making term used
basically to describe the generation of consumer interest or
inquiry in to products or services of a business. Pre Launching
Trainings by Vidya Bhagwat
6. Lead Generation Launching After Launching Trainings by Vidya
Bhagwat
7. Activity for Lead Generation Make two teams Let one team go
out of the room. Before moving out, they need to see the materials
that will be hidden by one team. After one team leaves the training
room, the other team will hide the materials. Pls. Note do not
allow to hide materials in personal belongings. Time for hiding the
material can be between 1 to 2 minutes The second team is then
called, they need to search items in 2 to 5 minutes of time. Repeat
the activity for the other team Trainings by Vidya Bhagwat
Materials to be used can be any small objects such as rubber, pins,
ruler, pens etc.
8. Inference From The Activity Customers are like the materials
that are hidden. Sales team needs to generate lead similar to
identification of hidden materials in specified time line of the
project. Trainings by Vidya Bhagwat
9. Customer Handling/Interaction Techniques Proper time given
to customer Effective communication with customer Patiently
listening and understanding customer requirements Guiding customer
with proper project information Getting customer fill up enquiry
form Tracking and follow up with the customer Trainings by Vidya
Bhagwat
10. Tips for Customer Interaction Introduce your self to the
customer, greet with smile and curtsey Understand customers buying
behavior and observe his body language Project explanation should
be given in details for every customer. Remember for you it may be
10th customer however for customer its first approach For revisit
from customer, consider giving all details once again including the
clarity required on the concerned point/s Extensive follow up
required till booking confirmation from Trainings by Vidya Bhagwat
customer also maintain relevant data including payments received
and schedules
11. Lead Generation Process Online Marketing via Website, blog,
Free posting or by paid posting on real estate portals i.e.
www.makaan.com News paper advertisement. Project Launching-
Hoardings. Real Estate exhibition. Bulk SMS & mailers. News
Paper insertions. Site visit. Follow up & Lead Closure.
Internet marketing using social media. Trainings by Vidya Bhagwat
Radio advertisements. Leaflets/pamphlet distributions.
12. Managing The Sales Process Trainings by Vidya Bhagwat
13. Managing The Sales Process 1. Know when to talk and When
listen. 2. Move the Process Forward. 3. Deal with Objectives. Here
are a few basic rules for dealing with objective: 1. Answer every
objective. 2. Dont argue. 3. Make sure you know the real issue.
Trainings by Vidya Bhagwat
14. Lead Closure in Real Estate Timing. Learn to Apply Closing
Techniques. Help Clients Realize that the Property is Right for
them. Trainings by Vidya Bhagwat
15. Roles & Responsibilities 1. 2. 3. 4. 5. 6. 7. Sales
Head : Project Manager: Employees: Human Resource: IT executive:
Support Staff/Operation Team: Designing Team: Trainings by Vidya
Bhagwat
16. Sales Head - Roles & Responsibilities Prepare a
marketing plan/strategy and communicate to all team members He /
She should visit the new project at least twice for first 15 days.
He / She should constantly monitor on the progress of all
marketing, branding, targets and incentives with respective to the
plan and take corrective actions when needed. It can be done even
by conference call with employees who are assigned on that project.
Plan and prepare recruitment Vidya Bhagwat Trainings by plan
explaining job profiles
17. Project Manager/Coordinators - Roles & Responsibilities
He should conduct meeting on daily basis with his juniors for first
15 days. He should report to the respective Sales head on daily
basis for first 15 days. In case of any issue with Customer PM
should inform to his respective Sales head for the further action.
Sales should be first Trainings by Vidya Bhagwat be well aware of
it priority and PM should and should take necessary actions to
increase the Sale.
18. Project Manager/Coordinators - Roles & Responsibilities
PM should inform HR regarding employees who will be on new project
and from which date. Project Coordinator should give training to
the employees about the New Project. Project Coordinator should
prepare Media and Marketing Planning Trainings by Vidya
Bhagwat
19. Employees - Roles & Responsibilities Everyone should
reach at site by 10 minutes before given time. Associates are not
allowed to take Leave/ Weekly Off for first 15 days from starting
of the project except emergency. For any booking related message
they should follow the standard format. Example Customer Name
Project Name Area Trainings by Vidya Bhagwat Flat No.
20. Employees - Roles & Responsibilities Rate Customers
Mobile No. Source Associates are expected to give test within 3
days from the actual start of the project about project
information. After the test and training associates are expected to
handle the site as well as the customers properly. For any
escalation they should call Bhagwat Trainings by Vidya their
project coordinator/project manager.
21. Human Resource - Roles & Responsibilities He/she should
keep track of the attendance of the employees for this particular
project for first 15 days. Associates are expected to give test
within 3 days from the actual start of the project about project
information. To keep the track for how many days Project Manager/
Coordinator has visited new Project. Trainings by Vidya
Bhagwat
22. IT Executive - Roles & Responsibilities Creation of
blogs, listing, Internet marketing for new project. Updating
internal IT system data regarding Booking, Visit, Enquiry, etc.
Coordination with employees for filling data in internal IT/CRM
system Trainings by Vidya Bhagwat
23. Support Staff/Operations Team Roles & Responsibilities
All required documents such as booklets, broachers, etc should be
provided onsite before actual start of the project. Operation guy
should visit the actual site for at least twice within first 15
days of start of the project. Coordinate with Home loan team and
provide them the information of those customers who wants home
loan. Launching Kit i.e. Tie, Tags, etc should be ready at the time
of launching of new project. Trainings by Vidya Bhagwat
24. Home loan Team - Roles & Responsibilities Home loan
team should be present at the time of inauguration of any new
project. Home loan team should assign an executive for this new
project and he/she should visit at least thrice within first 15
days. Trainings by Vidya Bhagwat
25. Designing Team - Roles & Responsibilities All the
designing should be ready before starting of the project i.e.
Hoarding, Broachers, Advertisement, Etc. Media Planning should be
done. Trainings by Vidya Bhagwat
26. Summary
27. Summary Lead generation is a marketing term used basically
to describe the generation of consumer interest or inquiry into
products or services of a business. Before launching of any project
one should make awareness about the project via Hoardings, pole
kiosk in the area of the project so that the people living in that
area can know about the project. Main aim for the advertisement is
Bhagwat the maximum Trainings by Vidya to reach people at minimum
costs.
28. Summary Enquiry form has to be filled mandatory when the
customer visits on site because it includes the entire information
about the customer. Make a list of all the objections your clients
and prospects are giving you that you would like to learn to
effectively overcome. And also try to answer and prepare for all
those questions. Effective closing has much to do with timing, or
ones ability to recognize clients buying signals and readiness to
complete the transaction. Trainings by Vidya Bhagwat Roles and
Responsibilities should be clear to all project team members
29. Q&A Trainings by Vidya Bhagwat
30. Assignment At The End of Session Assignment Nos 1, 2, 3, 5
& 6 from the list Trainings by Vidya Bhagwat
31. Assignment Post Session Describe the methods followed for
lead generation and also mention the 2 methods which you feel are
effective and why? If a customer comes to you and says that he
wants a 2 BHK at a particular place but you have 3 BHK at another
place then what are the factors or the key points which you could
tell the customer by which he could be interested in the flat you
are selling him? Make a Report on the way a customer is behaved
before booking and after booking. And comment that is the
behavioral change necessary? Write at least 8 questions thatVidya
Bhagwat customer could ask Trainings by you think a at the time of
lead closure. And also answer all the questions effectively.