How  to  grow  a  Developer  Business

May  2015

Who  am  I?

22  years  of  experience  in  financial  services,  online  

and  real  estate

iProperty  Group

iProperty  Group

How  to  grow  the    

Developers         Agents  business         business

iProperty  Group

Standardised  Stock Individualised  Stock

Often  sold  off  the  plan

The  “Product”  which  is  being  sold  

Developers         Agents

Existing

iProperty  Group

Minimum  Price  /  Maximum  Volume Maximum  Price

How  does  success  look  like?  

Developers         Agents

High  Pressure  to  sell  fast“attribution”

iProperty  Group

Advertising  Spend  in  the  iProperty  Region  

Developers         Agents

3x

B2B  (advertising  dollars) B2C  (advertising  dollars)

iProperty  Group

Who  is  selling?  

Developers         Agents

Sold  by  internal  team,  Project  Marketing  firms,  Head  Offices  by  Agency  Groupsand  Large  RE  Offices

Sold  by  Agents (and  in  some  countries direct)

iProperty  Group

Width  and  Depth Width  

How  do  I  sign  them  up  

Developers         Agents

iProperty  Group

To  configure  To  get  funding  To  price  To  sell

To  price  To  sell  

Is  Data  relevant?  

Developers         Agents

iProperty  Group

SeUlement

Post  SalesProp  MgtRe-­‐SalesFund  Mgt

ExclusivePreSales Referrals Retail

AdverXsing  

SiteSelecXon

Feasability  Funding Site  Acqui

Plan  CreaXve

Developers        

iProperty  Group

SeUlement

Post  SalesProp  MgtRe-­‐SalesFund  Mgt

ExclusivePreSales Referrals Retail

AdverXsing  

SiteSelecXon

Feasability  Funding Site  Acqui

Plan  CreaXve

Developers        

Retail

AdverXsing  

Plan  CreaXve

Agents        

Post  SalesProp  MgtRe-­‐SalesFund  Mgt

iProperty  Group

How  much  commission  and  advertising  is  being  spent?  

Developers         Agents2%  -­‐  5%  commission  +   8%  -­‐  5%  advertising

2%  -­‐  3%  commission    + 1%  -­‐  0%  advertising

iProperty  Group

Advertising

Commission

iProperty  Group

Visibility  varies  

Developers         AgentsOnly  a  part  of  the  stock  is  advertised  to  the  broader  public

Most  of  the  stockis  advertised  through generally  accessiblemeans

iProperty  Group

How  do  inspections  work?  

Developers         Agents

Show  Rooms  Expos  Virtual  3D

Open  For  Inspection (or  Virtual  Tour)

iProperty  Group

How  do  inspections  work?  

Developers        

Show  Rooms  Expos  Virtual  3D

iProperty  Group

What’s next?

iProperty  Group

iProperty  Group

iProperty  Group

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