The Value of Residential Real Estate Sales Cannot Be Measured by 'Results' Alone: Clarifying the Role and Evaluation of Sales in the Decision-Making Process

homie Inc. (Headquarters: Shibuya-ku, Tokyo; CEO: Yasutomo Murakami), a company supporting DX and division of labor in residential real estate sales, conducted qualitative and quantitative research on the involvement of sales representatives in the decision-making process of those who have purchased or sold real estate.

The survey revealed that when customers look back on their transactions, the sales representative's response accounts for about half of the reasons for their final decision, rather than just 'what' they chose. Notably, about 40% of customers changed their priorities during the decision-making process due to the influence of the sales representative. Furthermore, customer decision-making styles vary, requiring tailored information organization and follow-up rather than a one-size-fits-all approach. It was also found that the ideal follow-up after a request for information is via phone or email within two days.

Leveraging these insights, homie Inc. supports the strengthening of sales capabilities for real estate companies through training and its proprietary service, 'HOTLEAD'.