[Real Estate Agency x New Customer Acquisition Success Case] Consolidating 30% of Man-Hours into 'Strategy Design' by Transitioning from Mailers to Form-Based Sales: The Method that Achieved a 15% Unique Visit Rate

FUTUREWOODS Inc. (Headquarters: Bunkyo-ku, Tokyo, Representative Director: Hayato Obama), which provides the sales support tool 'FutureSearch', is releasing a case study of Company D, which handles leasing and brokerage of large office buildings in the Tokyo metropolitan area.

【For details and the full case study, click here:】

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

■ 30% of monthly man-hours were consumed by DM (Direct Mail) dispatch

Company D handled properties of about 20 buildings at any given time, conducting sales primarily through direct mailers to general affairs managers and office managers of corporations. However, it took about 2 days to send DM to 100 companies per building, with over 30% of monthly sales man-hours spent on tasks such as printing, enclosing, and mailing. In addition, response rates continued to decline, and they faced the challenge of not being able to allocate time for detailed target screening.

■ A single message received through their own inquiry form became the trigger for transformation

The trigger for this change was a sales message received through Company D's own inquiry form. Realizing 'Is this the current form of sales?', they encountered FutureSearch during their information gathering. The key factor for adoption was that by simply setting conditions such as industry, region, and employee size, it automatically completed everything from collecting target company lists to sending messages to each company's inquiry form.

Printing, enclosing, and mailing are completely unnecessary, and it is delivered on the same day it is sent. Since inquiry forms are the official contact points for companies and are regularly checked by staff, the read rate is higher compared to mailed DM, and there is no risk of it being opened and discarded. The time required to approach 100 companies was reduced from 2 days to just about 2 hours.

■ Targeting only 'currently active companies' with a 4-layer filtering

Utilizing the reduced man-hours, Company D built a 4-layer targeting design tailored to property characteristics.

① Area Strategy

The three central wards of Chuo, Minato, and Chiyoda were set as the highest priority areas...