How to build a network of property specifiers to accelerate your business
Building a network of advisers is one of the key challenges in property management. It means that you can rapidly deploy a sales force and thus benefit from substantial marketing, while avoiding the need to manage a dedicated sales team.
But developing and retaining a network of specifiers is a tricky business, and one fraught with pitfalls. You'll need to make sure that you give your specifiers the tools and information they need to market your property in the best possible way.
Specifiers must be able to guide their customers through the various stages of the sale:
- Drawing up an offer proposal based on the customer's specific criteria,
- Accompany the customer through the signing of the reservation contract,
- Establish the possibility of financial assistance,
- Make an appointment with the notary to sign the deed,
- Offering assistance with the choice of materials,
- Accompany the customer on site sales visits,
- Be on hand when the property is handed over, and help with rental management in the case of an investment property.
Why work with property specifiers?
Greater flexibility
The property development business is a fluid one. It sometimes has slack periods that don't require a sales force. For a developer with one to five homes a year, this can happen more often than you might think.
These are the times when the benefits of an external sales force really come into their own. The fixed costs of marketing your property are reduced, allowing you to get through this period with greater peace of mind.
Beware, however, that an external sales force can quickly become less captive if you no longer supply it with products to market or if you don't energise it by stimulating your network.
Optimising your marketing
When you set up a new operation in a sector with which you are less familiar, or in a sector where you don't have a salesperson in place, this enables you to launch your marketing quickly.
In other cases, you can open up these operations to your external sales force only at the end of marketing to give it a second wind.
Complementing your sales force
When you are marketing several operations, you can also mix the two types of sales force, one internal, which you control, with which you also have more margin, which knows your products very well and above all, which is capable of conveying your brand image. And the other external, with which you have less margin but which is more flexible.
How do you develop your network of prescribers?
Without a tool
Without a tool to centralise all the information you need to market your products, it's difficult to make it accessible to salespeople.
You have to send all this information by email, for example, with the risk of losing information (spam, wrong addresses, etc.).
As a general rule, if you have 5 or more properties on the market, you need to employ one person full-time to manage your network of salespeople (organising events, managing the back office, sending out documentation, etc.).
With a dedicated tool like the Leizee CRM extranet
At MBP Digital, we've designed Leizee to support developers and salespeople with a tool that centralises information and distributes it in real time. This simplifies your procedures and processes.
It's an online platform that's available at all times, interactive and adaptable to each user profile (in-house salesperson, specifier, network coordinator, sales manager, etc.). One of the strengths of this tool is its ability to interconnect with existing software (Gr'Immo, Legalife, HappyWait, Ubiflow, invoicing software, etc.).
Some of its features can improve the management of prescribers, such as :
⚙️ Unlimited online account creation and management
You can quickly create an account for a prescriber and manage their rights. They receive their access codes directly and can access their space immediately.
With Leizee, everything can be modified, and the software can be adapted to each promoter or sales representative in the company's employee settings.
⚙️ Catalogue access settings
You can quickly and easily manage the allocation of programmes and lots for each prescriber:
- For each batch of a programme, you can allocate it to whomever you like. Each prescriber who is allocated an allotment will therefore have exclusive marketing rights to it. Other users will not be able to see it (apart from supervisors).
- Do you want your salesperson to have access to all but certain programmes, or to exclude certain lots? It's possible with Leizee.
- You can also allocate only a selection of programmes and lots to a prescriber. They will then only have access to your selection.
⚙️ Sales mandates
In each prescriber's file, a "document" space is available so that you can attach the sales mandates assigned to your sales staff, whether they are by programme or by manager. The documents are centralised and easily available via a search engine for all supervisors.
How do you animate your prescriber network?
Analysing the performance of a prescriber network is often complex, tedious and time-consuming. With Leizee, you have an effective management tool that provides you with a dashboard for managing your external marketing. No more data entry and Excel spreadsheets, the tool automatically generates what you need.
You can customise your reports to make them even more effective, displaying them by branch, by type of account or by employee over a chosen period. The graphs are created in real time, so you can run your scoping meetings, monitor progress towards objectives and analyse results effectively.
External sales administration
Track the progress of external sales to avoid cancellations, which are generally more frequent with prescribers. Set precise targets and be alerted to any delays, incompleteness or blockages.
Manage your specifiers' commission payments in direct relation to their marketing mandates. Avoid errors and track payments.
Conclusion
Leizee helps you manage your referral network by simplifying all the stages of distributing your catalogue, managing the network, the communication stages and the management.
Sponsored article. The expert contributors are authors who are independent of the appvizer editorial team. Their comments and positions are their own.
Article translated from French