[Real Estate Brokerage x New Business Success Story] Shifting from Letters to Form-Based Sales Concentrated 30% of Labor on "Strategic 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 on its implementation by Company D, a firm specializing in leasing 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 Consumed by Sending DMs

Company D regularly manages about 20 properties and has traditionally used letter-based direct mail (DM) as its main sales tactic, targeting general affairs managers and office heads at corporations. However, sending DMs to 100 companies for a single property required about two days, consuming over 30% of their monthly sales man-hours on tasks like printing, enclosing, and shipping. Compounding this, they were facing declining response rates and lacked the time to properly refine their target audience.

A Single Message in Their Own Contact Form Sparked the Transition

The turning point came from a single sales message Company D received through its own website's contact form. This led to a realization: "So this is what modern sales looks like." In their search for new methods, they discovered FutureSearch. The deciding factor for adopting the tool was its ability to automate the entire workflow—from compiling a target list based on criteria like industry, region, and employee size, to sending messages to each company's contact form.

There's no need for printing, envelope stuffing, or postage, and messages are delivered the same day they are sent. Because a company's contact form is an official channel checked regularly by staff, messages have a higher readership rate compared to postal DM and avoid the risk of being thrown away unopened. The time it took to reach out to 100 companies was slashed from two days to merely two hours.

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

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

① Area Strategy

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