A global economy in constant flux has done a number on the real estate industry over the last several years, with uncertainty a constant on the horizon. Economic downturns have led to the collapse of many a real estate company, and will continue to do so going forward. Now, more so than ever, companies in the real estate industry need to ensure they are getting the most out of their marketing and sales efforts.
 

Real estate companies can and should begin exploring ways in which they can improve their CRM practices, as the competitive edge that can ensure their survival just may be found in doing so. Many a real estate company is now realizing benefits from launching affinity / loyalty programs, proactive sales programs, segment-based differentiation efforts, discriminatory pricing, referral programs, etc.
 

Our real estate industry-related service offerings are uniquely tailored towards ensuring sales and marketing efforts are maximized. By tapping into our extensive service industry / B2C and CRM know-how, we have helped several real estate players enhance their marketing and sales efforts in similar manners, helping them find new ways in which to drive the acquisition / up-sell of tenants and customers, to select the optimal blend of tenants, to target the ideal segment of customers, and to deepen overall customer relationships. 

Total Customer Relationship Loyalty Program
A service around designing a loyalty program that drives behavior change across the entire customer lifecycle, to ensure maximum realization of objectives beyond just customer retention and customer satisfaction (driving referrals, renewals, etc.).
Tenant / Customer Segmentation
A service around understanding existing customer segments, not only in order to target them with various products and services, but also in order to understand potential target pockets of customers, allowing for the maximization of sales performance, occupancy rates, etc
Market Potential Analysis
A solution that estimates the untapped potential in the market, allowing real estate developers to in a strategic and data-driven manner design their expansion strategies, particularly as it pertains to the launching of new properties
Proactive Sales / Re-Sell Program Design
A service around turning reactive sales agents into proactive sales machines, not only around re-selling to existing owners / tenants, but as well to potential clients, pushing leads across the sales channels in order to achieve results.
Referral Programs Design
A service around designing effective referral programs, using existing owners / tenants as well as employees to drive acquisition in an alternative, low cost manner to traditional means.
Customer Experience Design
A service around developing an owner / tenant customer experience across their respective lifecycles, in order to ensure optimal and consistent interactions that collectively drive a positive impact on the bottom line.
Customer Lifetime Value Analysis
A service around analyzing various consumer segments to determine their potential lifetime value, estimating the revenues they can generate over the coming years from a sales and service perspective, enabling targeted marketing tactics to be taken.
Tenant Selection Strategy Design
A service around examining existing tenant mix, to understand the effect tenants have on driving up / down traffic and value, as well as understanding competitor tenant mix, in order to ensure future tenant selection strategies are optimal.
Pricing Sensitivity Analysis
A service around understanding the sensitivity various consumer segments have in regards to fluctuation of property prices, as it relates to demand, in order to utilize above as well as below-the-line discriminatory pricing practices to maximize revenues.
Segment-Specific Treatment Differentiation
A service around designing and bringing to life customized segment-specific treatments for various owner / tenant segments, to ensure the experience is differentiated and optimal for those who individually have a greater impact on the bottom line vs. the mass.
Revamping a Real Estate Sector Loyalty Program

For one of Turkey's largest real estate companies, we redesigned the existing loyalty program around its benefits and payout ratios, driving significant re-engagment with the program.

Enhancing a Real Estate Sector Loyalty Program

For one of Turkey's largest real estate companies, we developed a referral program component as an add-on to the existing loyalty program, turning its tenants into a proactive sales force for the company.

Guiding the Development of Mobile Applications

For one of the world's largest malls, we managed a PMO around driving the launch of a mobile app for mall visitors; the application provided directory services, store location information, movie theater ticket purchasing options, etc.

Enabling the Sharing of Customer Data

For one of the world's largest holding companies, we designed a customer data hub, for the purpose of creating synergies through driving consumers across company entities; through the sharing of consumer information, companies were able to acquire new customers from other holding companies (i.e. retailers from hospitals, hotels from malls, universities from real estate, etc.)

Designing a Country-Specific Targeting Strategy

For one the world's largest malls, we conducted an extensive assessment of visitors, to identify potential segments for targeting, with strategies designed for improving visits; specific country by country visitor uplift strategies were designed.

Designing an Intelligent Tenant Leasing Practice

For one of the world's largest malls, we conducted an engagement focused on helping the company identify which tenants to bring into the mall, to fill the remaining 200 stores after its launch; we assessed existing as well as competitor tenants to identify gaps, and recommended which tenants to accept for the remaining locations.

Loyalty Programs Gone Right – Constructing the Utopian Loyalty Program
As a follow-up to a prior article around loyalty programs gone wrong, herein we define what a utopian loyalty program would like (one which not only satisfies members, but more importantly, has a positive impact on the bottom-line), while highlighting some best-in-class programs that have got it somewhat right…
Customer Analytics Gone Wrong – Eight Common Mistakes to Avoid When Deploying Customer Analytics Models
Designing customer analytics models is only half the battle. Equally, if not more difficult, is deploying them, such that actions triggered by the model outputs are being taken on a daily basis. In this follow-up article, we highlight some of the most commonly made mistakes that prevent companies from succeeding at deploying models…
Designing Best-in-Class Loyalty Programs – Getting the Benefits Right
Possibly the most important aspect of a loyalty program is its benefits. Be it lack of vision, lack of creativity, or plain old laziness, many companies take the easy way out and offer cookie-cutter benefits through their loyalty programs. The ones that are best-in-class don’t, offering benefits that not only succeed in satisfying the customer, but in changing the company’s bottom line…
Customer Analytics Gone Wrong – Ten Common Mistakes To Avoid When Designing Customer Analytics Models
The potential that customer analytics models hold within them are extensive for the companies that choose to utilize them to better their marketing and sales activities. But even best-in-class companies get it wrong sometimes by making mistakes in how they design their models, and in how they utilize them once they have been designed. Herein we present ten mistakes to avoid in designing customer analytics models…
Loyalty Programs Gone Wrong – Ten Common Mistakes to Avoid
While it’s not rocket science, designing an effective loyalty program is much harder than it appears. Even the most lauded companies have deficiencies in their programs, deficiencies which can make or break it…
Radically Proactive Marketing – The New Name of the Game
The old rules of the game - Advertising, shelf space, retail presence. The new rules of the game - Predictive models, one-to-one offers, outbound campaigns. 65% of product launches fail. That’s means that the millions of hours and millions of dollars in resources invested into developing two out of every three products is a complete waste...
Service Done Right - The Best of the Best
Best-in-class companies go out of their way to cater to their customer base, using service as the key differentiating factor in trying to win them over...
Crisis Management in Reverse - Capitalizing on Shocks to the System
In every sector all over the world, companies fail, collapses that are sometimes triggered by seismic events. Such moments present significant opportunities (or threats, if not seized) for the company that is prepared to capitalize on them. Crisis in the business world can take many shapes and forms...
Making it Right - Problem Resolution for High-Value Customers
Nothing makes or breaks an existing relationship with a customer like a problem handled effectively or mismanaged. How high-value customers are treated during a problem resolution process is of the utmost importance in hoping to retain them…
Unique Acquisition Methods - Below the Line Customer Referral Programs
While customer referral programs are abound, few are conducted below the line, aimed at one single individual, a strategy that can uplift acquisition rates significantly vs. traditional referral programs. Referral programs are nothing new...
Why Recreate the Wheel? Using Best Practices in the Workplace
Many a company aspiring to be a trendsetter or market leader like an Apple or a McDonalds doesn’t have to be as innovative as them to succeed in their respective sectors / countries – they just need to learn (and borrow liberally) from the best…
Maximizing Campaign Conversion Rates Using Analytics
Finding the next best offer for customers is only the tip of the iceberg when it comes to maximizing ROI from campaigns. Companies need to look into using the right channel, the right tone of communications, and even the right time to contact customers to achieve this ultimate objective...
Wondering What Lies Ahead? The Power of Predictive Modeling
From telecoms to finance, e-commerce to government, predictive models are being utilized across various sectors to tackle all kinds of business problems. Companies that have yet to benefit from this practice need to examine the ways in which they can do so...
Ensuring Successful Business Partnerships
Partnerships with other companies in or outside of one’s own sector are often frowned upon by companies, due to their complexity, risk, and time consumption. Yet, the right partnerships can provide significant benefits for companies, helping them gain a competitive advantage against their competitors. Companies need to follow a set of guidelines in ensuring they build relationships with the right partners…
The Social Media Buzz – What’s It All About?
The proliferation of online communities in the form of social media is one of the most noticeable trends on the web over the past several years. Not only has it redefined what the internet means in terms of its value offering, but has also become an indispensible element of a given person’s daily activities...
Consumer Segments of the Middle East – The Youth
The third in a series around the most common and important market segments observed in the Middle East and strategies & tactics to acquire and serve them effectively…
Making the Leap – From Reactive to Proactive Sales
Businesses can no longer sit back passively and hope customers come a knocking. The proactive pursuit of potential clients must be made a part of any companies’ day to day sales strategy, and reflect in its activities...
Consumer Segments of the Middle East – Leisure and Business Visitors
The second in a series around the most common and important market segments observed in the Middle East and strategies / tactics to acquire and serve them effectively…
Consumer Segments of the Middle East - The Expat Community
Market segmentation is a relatively common practice, executed over and over by most leading companies around the world, conducted in order to understand the needs of different segments and target them effectively...
Eyes Wide Open - Competitor Intelligence Practices
According to a study by the Society of Competitive Intelligence Professionals, about 90% of the Fortune 500 companies in the US are conducting competitive intelligence activities...
Turning Your Customers (and Non-Sales Employees) into a Sales Force
In a day and age when acquiring a customer is getting more and more difficult due to increased competition and slashed sales budgets, customer referral programs can be utilized to generate significant sales growth in a very practical and effective manner...
Effective Loyalty Programs - Keeping Costs Under Control
The third in a series around features of successful loyalty programs that have helped certain companies stand out from the rest, with program offerings that are recognized as best-in-class...
Effective Loyalty Programs - Recognizing & Rewarding Most Valuable Customers
The second in a series around features of successful loyalty programs that have helped certain companies stand out from the rest, with program offerings that are recognized as best-in-class...
BI on a $0.99 Budget
Business Intelligence teams recognized as "best-in-class" have often spent hundreds of thousands to millions of dollars on software to garner such praise. Such investments are near impossible for budget conscious / smaller scale companies, especially in times of economic downturns...
Effective Loyalty Programs - Changing Channel Usage Behavior
The first in a series around features of successful loyalty programs that have helped certain companies stand out from the rest, with program offerings that are recognized as best-in-class...
Are You Using Enough and the Right Facts for Decisions across Your Organization?
Organizations make tens to millions of managerial and operational decisions every single day with difference importance levels and frequencies. Such decisions range from highly strategic ones, such as decisions on entry to new markets to tactical ones, such as the next product that the sales agent will offer to a customer...