The end of the year is the time to analyze the performance of the real estate business and set up the strategy for the coming months. After two years of surprisingly better than expected results. The real estate market trends in 2022 point to more difficult times.
When dealing with economic scenarios. It is almost impossible to make an accurate prediction. What you can do is map out some of the most likely possible scenarios. Be prepared to react quickly as one of them materializes.
Even so, as we saw in the covid-19 years. Everything can change overnight. Most analysts draw a robust recovery with prices cooling as the most likely scenario at a global level. However, there are a number of aspects that can reverse the game.
Analyzing the points of view of experts, it is clear that one of the great unknowns for the coming year is the low-income market.
The president of the Brazilian Association of Developers
The president of the Brazilian Association of Developers (Abrainc), Luiz Antônio França, states that this segment is very resilient to crises. According to him, This happens because a large part of the resources used by the low-income public. In the medium and high-income segments, the economic volatility characteristic of an election year has greater weight.
Following the same line of reasoning, the vice president of the Brazilian Chamber of Construction Industry (Cbic), Celso Petrucci. Says that Casa Verde e Amarela tends to maintain demand thanks to subsidized interest rates. According to him, the program corresponds to 75% of the units launched in the country’s real estate market.
However, there are those who disagree with this view. According to this other report by Valor Econômico. MRV&Co co-president Eduardo Fisher stated that the low-income market could shrink in 2022 and 2023. He believes that. Despite the availability of financing with FGTS resources, “inflation is very high. high erodes the purchasing power of the population”.
For the executive, even if demand is not a problem, “credit, the cost of this credit and people’s income” are, since “there was an explosion in the cost of real estate”. MRV is the main company operating in Casa Verde e Amarela.
How to prepare your Real Estate business for 2022
With the prospect of falling demand for real estate. Two aspects gain a lot of relevance for the real estate market in 2022: make the most of incoming leads and invest in rudn enclave islamabad leases to compensate for the drop in sales revenue. See how to do this in your real estate:
Optimize each step of the service
One of the biggest failures of real estate agents and brokers is wasted leads. Many professionals only look at the final stage of the purchase journey. When the consumer is about to close the deal. The previous steps, in which it is necessary to create a connection with the future customer, is neglected.
As we explained in our customer approach article , good service starts even before the first conversation. The sales team needs to know very well what sells and who sells it to. Understanding the ideal client profile helps to bring the right property to the right person.
Sales activities also need well thought-out methods. The sales funnel in the real estate market comprises several stages and managers are responsible for helping the brokers team to develop efficient practices that make the lead advance between them.
In this video, the CEO of Revenda Imóvel. Guilherme Kraemer explains how data analysis helps improve the performance of brokers at each stage of service.
The speed of the first contact, the use of a good approach script and the ability to generate connection with the lead make the difference. Such elements have become even more important with the emergence of digital platforms. Technology is a support to streamline processes, but it is the quality of service that makes the customer experience satisfactory.
Arbo has a partnership program that helps real estate companies understand and improve their sales methodologies. With Arbo Performance , you will have the support of experts in the real estate market to train managers and brokers and ensure the best result.
Read more for Real Estate Developers
Use technology to understand and improve your business
When we talk about optimizing processes, it is inevitable to think about the role of technology. To promote continuous improvement in terms of quality. It is essential to have accurate data about your operation and to extract relevant information from them. This is easier with a good CRM (Customer Relationship Management) system.
The Arbo CRM. For example was developed according to the specifics of the real estate market and can be adapted to the business model of our partners. The platform is connected to an application whereby brokers receive new leads as soon as they register and can start serving immediately.
The app helps the broker to record everything that happens in each call and in which step of the funnel each lead is. In addition, it also has a module for capturing real estate .
All data collected by the application is processed by CRM and presented in an intuitive way. Thus, managers have a comprehensive and detailed view of the operation are able to identify the bottlenecks that hinder sales and act to eliminate them.
Make it easy to manage leases
The management of leases is one of the biggest challenges for real estate companies because of the high cost and difficulty in mediating relations between lessors and lessees. However, in times of low sales, leases provide an important source of recurring income.
However, there are already movements in the market to offer solutions that help real estate companies to lower the costs of operating leases.
The Arbo Rent is a set of solutions aimed at leasing management. It assumes all the bureaucratic part and the relationship with owners and tenants, while the real estate company focuses only on closing new deals.
Benefits for homeowners and tenants include a complete digital experience in terms of payments, home maintenance and a rental guarantee at the lowest rate in the market (4%). The real estate agency now has an integrated platform to streamline its internal processes.
