Immobilienberatung für Manager: Expansion in neuen Markt

0:00Unternehmer/Gast I sell real estate advisory services to C-suite execs and business owners. Um we do I do about 1.2 right now and I'd like to be at 10. Uh >> You're running like 60% margins, right? Like 700 or so a year in profit. >> as an example, the guy who wrapped you to buy this building, that's like what I do. So my my hypothesis in Seattle I'm in Seattle in the suburb uh suburban market in Seattle doing 1.2.

0:24Hypothesis I'm moving to Phoenix next year. So I'll be I'll open the office in Phoenix, much larger town. I want to hear your framework about how how do you think about customer acquisition strategy for C-suite execs in a brand new market where you don't know anyone. >> Yeah. So how many people do you have working under you in Seattle? >> I have one guy. Um so he's he's just he's setting meeting for meetings for me.

0:49Alex >> What Okay, are you concerned that your revenue in Seattle is going to drop? >> I'm starting over. >> So you're cool just you're like business is going to zero. >> more like lifestyle, too. >> Okay. Heard. Okay. >> Yeah. So >> Well, then what did you do to get the first 1.2? >> Brute force, calling and emailing one-to-one. >> Yeah, well, that will do it. >> Yeah, for sure. But zero to one, but how do you think about from zero to 10 in a brand new market? Would you change that strategy up?

1:16>> Yeah, if you're going for high-level people, then it's going to it's going to be more outreach driven because most high-level people are going to get everything from referrals or from meeting people in specific, you know, arenas. >> Events. Yeah. >> Yeah, I'm just being real. Um I'm not responding to a meta ad um for buying this building, right? Um >> And so >> And you don't pay that you don't pay out of pocket. I mean, the landlord or the seller pays my fee. So like the customer itself isn't paying for my services.

1:45>> But you do you do renters? Is that what it is? >> Tenants. So like >> Yeah, okay. So renters. Okay. >> Yeah. >> Um that is actually kind of interesting. I remember Yeah, now I now it's coming back to me. Um Yeah, unique model uh only focusing on tenants. >> Tenants and buyers, yeah. >> Yeah. Oh, but and buyers. >> Yeah. >> Okay, and buyers. Okay, got it. What percentage is tenants? >> Yeah, what percentage is tenants versus uh buyers? >> Oh. In this market with interest rates, it's like 80 or 90% tenants, 10% buyers.

2:12>> Interesting. Huh. >> And I do industrial and office buildings, so >> Yeah. >> Like Yeah. >> I'll I'll say this. If like that specialization is kind of unique, >> Mhm. >> um at least I haven't and I feel like I get solicited constantly. >> For sure. >> Um and so >> You're not getting beat on by broke by a commercial real estate brokers problem I mean >> Mhm, not really. >> Yeah. >> Um but the the the the at running at So, like all right, zooming all the way out. You go into a new market, right? It's like you got to either be face-to-face, networking, et cetera, like conferences, meetups, like

2:45>> Right. >> pounding the pavement, V1. V2 is outreach just digitally, right? Which if you have some organic following that can help or you have to go true cold outreach on LinkedIn, things like that. That can work for sure. Again, volume. >> Yeah. >> Um the ad strategy, I think because of the the unique angle that you have, I actually am more okay with it given it's like if you just lean in on the tenant side, I actually think you might have a better shot because it just feels unique rather than like

3:13Alex >> Mhm. >> uh I have to buy these buildings, you know? Um so, that cuz if you're like I I am a specialist at negotiating leases for commercial buildings under these conditions, then it's like you're niching down and that messaging could pull someone >> Well. >> who otherwise would like I have multiple brokers that I use >> That's Yeah, right on. >> But I currently don't have a I own all my but like if I didn't, then I would, you know, I would probably be responsive to a message like that. So, I think um I would probably just from a speed perspective cuz I'm guessing you have cash from right I mean, your margins are good. So, um I would probably start with ads first. No, and I would do the rest as though ads don't exist, but the ad strategy would be probably one of the primary things that I would want to crack in the new market because otherwise it's going to take you however long it took you to do it the other time.

4:02Alex >> How would you use 80/20, I mean from from cold outreach to ads, what's that disparity look like in the >> Yeah, I don't normally recommend doing more than one thing. My only Yeah, my only exception is for local. Because local there's just it's a smaller You just have to just hammer a market. Um the thing is is that ads don't take a tremendous amount of time. Um so it's like in your I basically would want you to spend call it $100 to $200 a day in local ads and your primary priority is to work the out of those leads and get the sales motion in place.

4:38Alex >> Yes. >> And in the meantime you do the normal playbook. >> Okay. >> So it's like this is my guaranteed path. This is my fast path that I'm willing I'm spending this money >> Right. Right. >> to learn to get it to to to crack it. Um that would be my approach. Now the good news is that there's plenty of realtors who are super successful running ads in local markets. >> Platforms LinkedIn obviously and uh >> Um no, I mean I think like again, I like the super niched uh messaging. So I would actually be more willing to I mean I LinkedIn for sure, but I would I would I wouldn't be as opposed to uh a meta strategy given that unique angle.

5:16Alex Just being generic realtor number six, >> No. No chance. Yeah. >> Right. >> Okay. Um real quick and then decommoditizing my service I guess. I already have that kind of specialty so that probably helps. Um >> I would be showing before and afters. So what I mean by that is like this is what you know, this is what the tenant was originally offered. This is what we were able to negotiate. This was the difference. >> Right. >> Just I would be

5:41Alex >> about a guarantee, you know, landlord offers this. >> Mhm. >> If our if where we end up is 20% less than that or not, I'll rebate my fee kind of deal. The landlord paid fee back to you. >> Yeah. >> But it's like, yeah, tough to guarantee that when sometimes it's 8% savings, 10% savings. I mean >> Mhm. >> I would probably go with dollar amounts if you can. >> Okay. >> And then only take projects over X. >> Right. >> That we could probably it'll it'll cuz it you want to anchor to the the biggest number you can.

6:08Alex Um and that would probably be how I would approach it cuz percentages get eaten up real fast and going from like I if it's less than five, it's like that's not impressive. But if it's like I'll save you 50, but it's like over a six-year term, it's like, okay, that I did save the money. It's just back-loaded and that's fine. >> So I'd rather anchor to the big number. >> Okay. Okay. Appreciate it. Thank you. 100%. >> If you are a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstraint the business and you're trying to scale, we'd love to help you out. On the thank you page, you can book a call with my team and we will look into business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.