Success Story in Real Estate Brokerage: Shifting from Letters to Form-Based Sales Concentrates 30% of Labor on 'Strategic Design,' Achieving a 15% Unique Visit Rate

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

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

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

30% of Monthly Work Hours Were Spent on Sending Direct Mail

Company D regularly manages a portfolio of about 20 properties, and its primary sales method was sending direct mail letters to corporate general affairs managers and office heads. However, sending mail to 100 companies for a single property took about two days, meaning over 30% of their monthly sales hours were consumed by tasks like printing, stuffing envelopes, and shipping. Furthermore, they faced declining response rates and lacked the time to refine their targeting.

A Single Message Received on Their Own Form Sparked the Shift

The turning point came when Company D received a sales message through its own inquiry form. This led to the realization, "This is what modern sales looks like." While researching, they discovered FutureSearch. The deciding factor for adoption was its ability to automate the entire process from collecting a list of target companies to sending messages to their inquiry forms, simply by setting conditions like industry, region, and employee size.

With no need for printing, stuffing, or mailing, messages are delivered the same day they are sent. Since an inquiry form is an official company channel regularly checked by the person in charge, it has a much higher readership rate than postal DM, and there is no risk of it being thrown away unopened. The time required to approach 100 companies was shortened from two days to just about two hours.

Targeting Only "Companies on the Move" with a 4-Layered Filter

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

① Area Strategy

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