Zirtual Blog

In your opinion, what are the biggest obstacles to sourcing high-value leads?

As the tremors of technological innovation shift the real estate industry’s foundation, one skill remains as vital as ever: gaining the trust of clients.

The stats don’t lie.

Your passion is to help people find their dream homes. So it’s understandably frustrating when your sales pipeline becomes a disheartening trickle of leads, most of which aren’t converting. One of the methods realtors can use to counteract this ‘prospect drought’ is a customer relationship management system (CRM).

“A pie sliced too thin.”

Neil Katz, of Arctaris Impact Fund, On Why Zirtual Is The Real Deal 

What crucial elements does a lead need to have for you to commit to chasing the deal? Each of our Funds has a defined set of criteria that includes both financial and non-financial measures that are structured with the types of capital that we provide and the impact that we hope to achieve in the communities we invest in (typically centered around job creation in underbanked and underserved areas). If a target has characteristics that fall within our specifications, then the chase begins! If we aren’t the correct partner, then we aim to provide feedback to the target and, if helpful, make introductions to other capital providers in our network that may be a better fit. 

During The Management Phase, Every Captain Needs A Crew

Though many attempts will fall short of the mark, VCs are used to putting their full weight behind each and every swing for the fences. Because who knows, that one long shot could very well be the next Whatsapp acquisition: an educated gamble that turned a $60 million investment into a staggering $3 billion win for Sequoia Capital.

The Quickest, Smartest Way To ‘It’s A Deal’ Is Through Delegation

So you’ve zeroed in on the lead and certified it as a profitable venture. Now it’s time to enter into negotiations with the entrepreneur or firm to close the deal. This delicate process requires senior-level experience, a keen grasp of numbers, and a measured temperament to get the internal approval needed from both sides.

Outsourcing To Relieve The Pressure Of The Evaluation Process

It takes a discerning VC to determine whether a surfaced lead will bring in sufficient profit at a tolerable risk. Funding innovation and invention is exciting, yes, but it’s imperative VCs have the time and resources to decide whether the gung-ho entrepreneur they’ve spotted is more visionary, than nary a vision.