4 lessons learned from successful real estate entrepreneurs

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The current real estate market is constantly changing. Even though the buying journey is long compared to other segments, innovation is constant. In this scenario, it is normal to try new ideas and business models.



To help us evaluate options and paths we can follow, it is worth learning about the experience of other professionals in the segment.



That's why we're sharing four lessons learned from successful entrepreneurs in the real estate market. Check out the exchange of experiences between Rodrigo Luna, president of Plano e Plano; Rubens Oseki, CEO of BR House; Germano Leardi, president of Leardi and Claudio Hermolin, president of Brasil Brokers, which took place during Conecta Imobi 2018.



1 – New sources of revenue



The real estate market is a treadmill, with countless business argentina whatsapp data opportunities attached to it. There are several solutions for the various stages of the buying journey, which can help professionals in the segment to make the sale. With this in mind, Brasil Brokers began to diversify its business, working to avoid being known only for its focus on the primary market.



The company has expanded its range to also become relevant in the rental and credit sectors, for example. To give you an idea of ​​how to look at other opportunities, it is interesting to note that in 2016, only 20% of Brasil Brokers' revenue came from businesses other than real estate sales. Today, this number is already at 50%. The company wants to make this division more homogeneous, focusing on the diversity of businesses linked to the real estate market.



2 – Presence in other locations

Map of Brazil



The presence in other cities will depend on your real estate company's strategy. BR House, for example, was established simultaneously in the Federal District, Goiânia, Cuiabá and Campo Grande. The real estate company needed to operate in all four cities because it had an initial commitment to focus on selling a partner's inventory. Like other companies in the real estate segment, BR House diversified, entering the secondary and credit markets.



The real estate company was not sure whether it would maintain a presence in the four cities, but the locations proved to be viable for doing business. Campo Grande and Cuiabá had a good return on investment and lower fixed costs than Goiânia and Brasília. This behavior led BR House to decide to maintain its focus on medium-sized companies, with between 500,000 and 2 million inhabitants. Operations also continue in the Federal District and Goiânia for strategic reasons.



3 – New business models



New business models can help real estate companies grow, but to change our format, we need to be prepared. Leardi spent 20 years studying the franchise model. The real estate company saw the advantages and disadvantages of the method, which was implemented 5 years ago (before that, the offices in other locations were its own operations).



One of Leardi's reasons for adopting the franchise format was the challenge of providing a benefit for professionals who worked full-time in the network. A benefit that was as good as the one provided to the company as a whole. In 2013, the real estate agency managed to find the ideal model, which valued real estate agents.



Technology has played a key role in this change. With the ease of communication, thanks to the internet, it has also become easier to control a network. This way, Leardi is able to support franchisees.



4 – Solid company in the market



Having a solid foothold in the real estate market is a challenge for all companies in the segment, since the sector is capital intensive and long-term. This was Plano e Plano's goal when it started 20 years ago.



The developer assessed the scenario in Brazil and realized that there was no point in aiming to be in a certain position if it did not have the structure to deal with the country's fluctuations. The challenge was to plan for the long term without knowing what might happen in 2 or 3 years. Plano e Plano currently operates in more than 15 cities.