This thinking has shaken up the subdivision market france email database developers need to be aware . Therefore, today I will talk a little about how this demand for investment in lots influences the subdivision segment .
Summary
Investment overview in Brazil
How to sell more for those who want to invest in lots
Identifying the Potential for Appreciation
Market research
Developing a Value Proposition
Strategic Marketing
Assets and tax benefits
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Investment overview in Brazil
investing in lots: close up of a man's hand drawing a graph on the screen. The graph is highlighted in the foreground of the image. It is a bar graph with a rising line above it.
According to data released by ANBIMA (Brazilian Association of Financial and Capital Market Entities), in 2023 investments grew 9.7% compared to the previous year in Brazil. In 2023 alone, R$5.5 trillion were invested by Brazilians.
The investment trend can be explained by a number of factors, one of which is protection against inflation. In this case, it is necessary to seek investments in which the returns exceed the interest rates . Real estate and land have been alternatives for Brazilians.
But of course, like any other investment, the potential return must be clear and in the case of investing in lots, the sale value of the lot must also exceed the values of taxes on the land and maintenance of the lot (for investors).
It is worth remembering that buyers who want to invest in lots can be the developers themselves or individuals looking to diversify their investment portfolio.
How to sell more for those who want to invest in lots
Selling land to investors requires different strategies not only in the sales planning phase, but also in the project development process.
Whenever we talk here on the CV Blog about creating a real estate persona, we remind you that the entire project needs to be developed based on your persona.
If the focus is on selling real estate, this means, for example, understanding what potential buyers value in a development and investing in that demand. Supermarkets in condominiums are an example of a demand that needs to be planned during the feasibility study phase of the project.
It's no different with lots. If your focus is to sell to those who want to invest in lots , you need to pay attention to the profile of your buyer and what they're looking for when they choose to buy a lot for investment purposes.
In general, buyers who want to invest in lots have different demands than those who buy for their own use. You need to know a lot, including the types of lots .
In the video below, Débora Gomes, a real estate consultant, talks about some of the advantages of investing in lots as a way to diversify your investment portfolio . To understand what motivates an investor to invest in lots, watch the video:
There are several other points that need your attention if this is your audience. Some of them are:
Identification of Valuation Potential;
Market research;
Development of a Value Proposition;
Strategic Marketing;
Assets and tax benefits;
Negotiation and Closing;
After-Sales Support;
Identifying the Potential for Appreciation
To sell to someone who wants to invest in lots, you need to ensure that the land has potential to appreciate in value. Market research will cover issues like this, but to identify the potential for appreciation it is important to look more to the future than the present.
It is necessary to understand what the long-term housing trends are , since the final buyer (who will buy the land from your client to finally build and live there) will only have access to the land when your investor client is ready to sell.
It is also important to have a sense of time. Understand how long it will take for the lot to be sold by your buyer so that their investment is viable, considering factors such as interest rates , adverse possession , and maintenance and sales taxes .