How to sell to Founders at Real estate companies
Founders in real estate are primarily measured on their company's growth rate. They respond to outreach that demonstrates a clear understanding of market trends and the specific challenges they face, such as rising operational costs or inefficiencies in property management. Highlighting solutions that can streamline their processes or enhance profitability will capture their attention.
What actually hurts
- high operational costs
- tenant turnover
- inefficient property management tools
The playbook
- 01
Identify recent funding rounds
Use platforms like Crunchbase to filter for real estate companies that have recently secured funding. Focus on those that have raised capital within the last 6 months, as they are likely looking to scale and may be open to new solutions to support their growth.
- 02
Research their property portfolio
Visit the company's website or real estate listing platforms to analyze their current property portfolio. Identify specific properties that may benefit from improved management practices or technology, allowing you to tailor your outreach with relevant examples.
- 03
Acknowledge current market challenges
Craft your outreach to mention specific challenges in the real estate market, such as fluctuating interest rates or tenant retention issues. This shows you are aware of their environment and can provide solutions that address these pressing concerns.
- 04
Leverage industry events
Identify and reference any recent real estate conferences or webinars the founder attended. Mentioning these events can create a connection and demonstrate that you are engaged with the same industry trends they are, making your outreach more relevant.
- 05
Follow up with insights
If you don't receive a response within a week, send a follow-up email that includes a recent article or report on real estate trends. This positions you as a knowledgeable partner rather than just a salesperson and may encourage them to engage in a conversation.
Subject lines that fit
- Streamline your property management
- Insights for real estate growth
- Tackle tenant retention challenges
Questions
- Why do founders in real estate ignore outreach about technology solutions?
- Founders often prioritize immediate operational issues over technology investments, especially if they perceive these solutions as costly or complex. They may also be overwhelmed by the volume of sales pitches and focus on urgent tasks, leading them to overlook outreach that doesn't clearly demonstrate immediate value.
- What common objections do real estate founders have to new tools?
- Founders may express concerns about the cost of implementation, the time required for training staff, or skepticism about the effectiveness of new tools. They often worry about disrupting existing workflows and may prefer solutions that integrate seamlessly with their current systems.
- How can I demonstrate value to a real estate founder quickly?
- To quickly demonstrate value, focus on providing specific examples of how your solution has improved efficiency or profitability for similar companies. Use case studies or testimonials that highlight measurable outcomes, making it clear how you can address their unique challenges.
- What timing is best for reaching out to real estate founders?
- The best timing to reach out is typically during the beginning of a quarter when many founders are setting goals and budgets. Additionally, following up after major industry events or during peak leasing seasons can also yield better engagement as they are likely to be more receptive to new ideas.
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