“To sell a house through digital channels, you need to reach 2,200 contacts”, Vinte’s learning when venturing into the proptech universe

More than eight months ago, Vinte, one of the housing developers most important companies in the country, announced its full incursion into the real estate technology (proptech) ecosystem through its Xante platform, through which the sale of housing used of its developments; However, in all this time, the group headed by Sergio Leal Aguirre has had different lessons to strengthen its digital strategy.

According to Leal Aguirre, president of Vinte’s Board of Directors, digital channels have become preponderant at this time; however, there is still much to learn from them for the real estateWell, for example, only in the short period of operation of Xante, it has been discovered that to sell a house via these means, it is necessary to have a network of 2,200 contacts.

“Vinte continues to invest 1.2% of its income from its sales in the proptech part, that represents almost 50 million pesos a year and this is in the subject of artificial intelligence, the platform, machine learning and in the Xante part”, highlighted Leal Aguirre.

“For you to be able to sell a house,” he added, “you need to have 2,200 contacts…so the proportion of 2,200 contacts makes it possible for you to sell a house, but if you want to sell 10 houses that’s 22,200 contacts and if you want to sell 100 houses, it’s almost 250,000 contacts”.

For the Vinte executive, this is a sign that to strengthen a proptech strategy, it is necessary to invest capital in advertising, which is difficult for many platforms in the ecosystem and therefore its growth is not so fast.

In this regard, Leal Aguirre pointed out that Vinte has an advantage over other competitors, especially in the iBuyers segment that focus on the sale of housing used through digital channels.

“We have a company that generates profits, which is listed on the Mexican Stock Exchange and which generates a very solid part to be able to continue investing. For us, investing 50 million or 60 million pesos a year represents relatively little, but it is very profitable For us, today 40% of our sales are through these platforms. We sell 6,500 households a year and of those 2,600 or 2,700 by these means,” explained Leal Aguirre.

At the end of the third quarter of the year, Xante had accumulated a total of 47 transactions, including acquisition, consignment, sale, mortgage repayments and obtaining new mortgages.

strategic investments

In addition to strengthening its digital operation, through its platform, the management of its proptech Xante and its digital furniture eMobel, Vinte has also focused on making strategic investments in proptech companies to create its own ecosystem, from the sale of furniture for the home, the rent of a house, even the granting of credit.

Thus, the investments that the developer has made have been in firms such as:

“For Vinte, it is a race that we are competing and our business grows not only from sell housing new but we sell used housingwe sell the equipment, we rent your house, we manage it, we make the mortgage, so it is a more global issue,” said Leal Aguirre.

According to the firm’s expectations, during this 2022 Vinte expects to obtain 4,425 million pesos of income; have a growth of 13% in households notarized and 6% in total income.

For Leal Aguirre, although there has been important learning, which will continue into the future, the progress in the segmentation of the digital part of Vinte has laid the foundations to continue strengthening its digital strategy.

“We have the right path to be able to see the obstacles, there are many, the road is hard because the platforms are dynamic, they move daily, just like the algorithms, the people, but we are already there, we are already walking, everyone Every day a Xante house is signed, dozens of Vinte houses are signed every day, furniture is sold every day, houses are rented every day,” Leal Aguirre pointed out.