[Real Estate Brokerage x New Business Development Success Story] Shifting from Letters to Form-based Sales to Concentrate 30% of Man-Hours on "Strategy Design." The Method That Achieved a 15% Unique Visit Rate.

FUTUREWOODS Inc. (Headquarters: Bunkyo-ku, Tokyo; CEO: Hayato Kohama), provider of the sales support tool "FutureSearch," has released a case study of Company D, which handles the leasing of large-scale office buildings in the Tokyo metropolitan area.

[For details and the full case study, click here]

https://www.future-search.jp/guides/real-estate-agency-case-study

30% of Monthly Man-Hours Were Spent on Sending DMs

Company D regularly handled about 20 properties, conducting sales primarily through letter DMs addressed to general affairs managers and office heads. However, sending DMs to 100 companies for a single building took about two days, meaning over 30% of their monthly sales man-hours were spent on tasks like printing, enclosing, and mailing. Additionally, they faced the challenge of declining response rates and not having enough time to properly vet their targets.

A Single Message to Their Own Form Sparked the Shift

The turning point was a single sales message that arrived in Company D's own inquiry form. Realizing "this is what modern sales looks like," they discovered FutureSearch while researching. The deciding factor for adoption was that the tool automates the entire process, from collecting lists of target companies to sending messages to their inquiry forms, simply by setting conditions such as industry, region, and employee size.

There's no need for printing, enclosing, or mailing, and the messages are delivered the same day they're sent. Since inquiry forms are an official channel that company representatives check daily, they have a higher read rate compared to mail DMs, and there's no risk of them being discarded unopened. The time required to approach 100 companies was reduced from 2 days to just about 2 hours.

Targeting Only "Companies on the Move" with 4-Layer Filtering

Using the man-hours they saved, Company D built a four-layered targeting design tailored to the characteristics of their properties.

① Area Strategy

Setting the three central Tokyo wards of Chuo, Minato, and Chiyoda as the highest priority areas...