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

FUTUREWOODS Co., Ltd. (Headquarters: Bunkyo-ku, Tokyo; CEO: Hayato Obama), provider of the sales support tool "FutureSearch," has released a case study on its implementation by Company D, a company that handles the leasing brokerage of large office buildings in the Tokyo metropolitan area.

[Click here for details and the full case study]

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

30% of Monthly Work Hours Were Consumed by Sending DMs

Company D regularly managed a portfolio of about 20 buildings, and its primary sales method was sending direct mail letters to general affairs managers and office heads of corporations. However, sending DMs to 100 companies for a single building took approximately two days, meaning over 30% of their monthly sales efforts were spent on tasks like printing, stuffing envelopes, and mailing. In addition, they faced declining response rates and the challenge of not having enough time to refine their targeting.

A Single Message in Their Own Inquiry Form Sparked the Transition

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 began researching and discovered FutureSearch. The deciding factor for adopting the tool was its ability to automate the entire process from collecting lists of target companies to sending messages to each company's inquiry form, simply by setting conditions like industry, region, and number of employees.

With no need for printing, stuffing, or mailing, messages are delivered on the same day they are sent. Since inquiry forms are official channels that company representatives check daily, they have a much higher read rate compared to postal DMs, and there is no risk of them being discarded unopened. The time required to approach 100 companies was shortened from two days to just about two hours.

Targeting Only "Actively Moving Companies" with a 4-Layered Filtering System

By leveraging the hours saved, Company D developed a four-layered targeting design tailored to the specific characteristics of each property.

① Area Strategy

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