WEBVTT

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In today's episode, from real estate to

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any business: less lead loss,

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more sales.

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Hello, everyone. Welcome to

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the XMACNA podcast. I'm Gustavo

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Fechus, and today I have the pleasure, once

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again, to talk with Daniel

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Valladares, whom I thank for

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being available, Daniel, so we can

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always continue here with our

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reflections about aspects of

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the digital worker, XMACNA's services,

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and how we can understand

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the applications that come from the solutions we've

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been developing here, right?

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Today we decided, Daniel, to

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talk about a sector

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that is very important and for which we have

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a lot of affinity from the perspective of

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implementing this technology, which is

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the real estate sector, right? And I'd like to

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bring you in here, Daniel, to

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talk about that from the following

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perspective. It seems to me that this sector

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lacks the kind of solution that we're

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ready to provide here,

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mainly because we

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are available for quality service

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at any time. So

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raise your hand if you're the first one, right,

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A real estate agency that's never needed it, right?

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True, one of those.

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Of these features, which is of a

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qualified customer service and a

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service that can be available 24x7.

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And this is an audience, isn't it?

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Right? I mean, anyone who looks for this type of

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service will search at the most

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inconvenient hours, isn't that right? So,

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looking for your next apartment is also

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a nighttime task, or something for the weekend,

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late at night, and not always

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are we all on duty at all times.

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Anyway, go ahead, Daniel, tell me a bit

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about how you also see

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the ways technology and

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artificial intelligence in particular

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can bring to the real estate sector.

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Great. Well, before anything else,

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thank you very much for everyone listening,

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thanks also for the invitation

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XMACNA, right? Our meetings here are getting

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more and more frequent and I hope it stays that way.

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So, folks, here's the thing, I

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actually have quite a bit of experience, you know,

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Gustavo. I admit to you that I

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like searching for properties. Some people already love it,

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people like all kinds of things, right? You

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really have to respect diversity,

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for real. That's true. I even joke with

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my wife. When we move into a new

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place, I always tell her: hey,

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we’ll stay here for 2 or 3 years,

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tops.

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She goes crazy. Yeah, my wife loves

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this experience.

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How can anyone like moving into a

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new place and say: “I’ll stay here for

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at most two years”?

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And now? In fact, right now we’re

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going through this moving process. Next

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year we have

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for your delight.

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New house. Yeah, for me it’s exciting.

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I think it’s exciting.

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But with this one I made a deal with her to

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stay at least 5 years, to hold out a bit

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longer—maybe five and a half tops.

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Exactly.

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And well, I agree with what you said.

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I think that this,

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this is such a special moment to find a

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home, or even to find an

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office for your company, or to help a

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family member find a place to live,

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it’s a very special moment

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that involves a lot of things, but it’s

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one you often have to do

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outside business hours, you know?

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So that ends up happening a lot.

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This often falls into these issues.

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And there’s a very important point too, which is

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about the lives of the brokers, right? Because

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many brokers, Gustavo, work

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on Saturdays and Sundays because of the

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sales shifts, right? So there are

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thousands of weekend sales shifts out there,

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so brokers are

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working, but even though they are

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there working, there’s the thing that they

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are working in an on-site sales shift,

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serving clients in person, so they end up

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not having time to really pay attention

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to those who are coming in on

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WhatsApp, right? So, that’s a pain point

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that’s very common in this field, and also

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lately, right, especially from

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last year, 2024, to this year, 2025,

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which is almost ending now. But it’s

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a growing trend, the trend

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for brokers and real estate agencies

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to invest more and more in

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traffic, especially for new real estate projects.

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So, there’s an effort there

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with investments, sometimes even by

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the broker themselves, who are usually

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self-employed as well. And then, there’s a

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need to optimize this

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investment that’s being made in

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traffic, working to make

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so that, um, the leads are

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qualified, attended to right when

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they reach out, right? To avoid

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cold leads and so on, right? So, already

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there's a lot. Just with that, there's already a lot,

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right?

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Yeah, I think we could stop already

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right here, thank our audience and

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all that, right?

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It's a lot of topics, Daniel. Look, you

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brought up very important points. First

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off, pay attention to WhatsApp

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while helping clients.

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Yeah,

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right? Or, you know, while you're resting, you still work,

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like that old saying. Because,

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why? Because we see on WhatsApp

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and in lots of jobs, in lots of

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activities, there's a lot of time spent,

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yeah, on cold leads, on leads that don't

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make sense, leads that aren't a good fit

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for your product, for what you're

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offering, with your portfolio and so on,

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right? So, automating this process

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doesn't at all mean

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losing the quality of your service,

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losing the human touch in your service, the

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personalization of your approach, your

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voice, your brand, your unique way of

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doing this initial welcoming that

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We look for it. On the contrary, we

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do this through a digital employee.

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Completely customized for your

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business, with your own language, we

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can finally make it so you

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give more attention to the lead that truly

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matters, and less attention

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to a lead that, therefore, won't

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make sense, right? For whatever reasons.

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And besides us being able

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to qualify the service through

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WhatsApp, there’s a better use of

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time for the people who really

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are more interested in your

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product and your business. You brought up

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a very important phenomenon, which is

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practically the 'influencer realtor',

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there’s also that, right? It's not just the

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properties themselves as the center of

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paid traffic, right? But the

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realtor is often the face of it,

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he’s present as a 'character' now as well,

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showing up in a way, let's say,

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that’s really necessary right now.

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So, if there’s already a trend of

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investment in paid traffic, which

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is getting more and more expensive for

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our efforts and in any segment,

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having a lead qualifier in place, right,

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to welcome that lead and actually

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Giving the proper destination seems to me

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to make a lot of sense for, yeah

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to boost the results. After all,

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that's what we're talking about, right?

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Right?

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Yeah, totally. And I think it's cool for us to

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translate it here also into

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practical terms, right Gustavo? Because when we

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bring this kind of information,

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I feel like sometimes it doesn't seem so

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tangible

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for someone who is actually a broker or

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for someone who owns a real estate agency, right?

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But then, right? In practice, how does

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this thing work? So, in

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practice,

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in practice, how is this going to

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work? Could you develop this

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topic for us?

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Very good. So let's go. In practice,

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guys, here's the thing: a digital employee

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will be connected there on your

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WhatsApp, right, or on the agency's WhatsApp,

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and also with the possibility

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of phone calls. So you can have a

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phone number to receive, right,

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make the digital employee

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receive calls from clients, right, because

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in the case of real estate agencies, Gustavo,

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there are still people who call there, right,

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to say: "Look, I haven't received my

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rental invoice, right? No, I didn't receive the

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my, well, any information

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at all." So, there is this possibility

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of having a digital employee there,

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also answering the phone, right?

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And where will it actually work,

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right? So, the first step here is

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qualification. As soon as the client

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arrives, it can already interact

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with the client, gather information

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to, for example, find out if they are already

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an active client or not, if they want to

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rent, buy, if it’s a purchase, if it's

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to live in, or to invest. So

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it will already be able to do a series of

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questions to assess their qualification

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as a lead, including questions

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that are more delicate, which people sometimes

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hesitate to ask, like, for

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example, when you want to invest in this

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process, right? The digital employee,

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doesn't have, it won't have that impulse

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to think: "Oh, I'm not going to say this

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because maybe I'll lose the negotiation

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here, right?" And that's because it also won't

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lose the negotiation because of that,

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right? In fact, it will support even more

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there. But anyway, people sometimes

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have a hard time

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to go further with some questions that the

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digital assistant won't have, and it

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will be able, in this way, to deliver you a

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much more qualified lead. So,

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it asked several questions there, it

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will identify whether that lead is or

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is not qualified. Once it qualifies the lead, it

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has a few possibilities. So, it

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can, for example, provide a link for

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scheduling a visit to the

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property or a visit to the real estate agency

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or even to the sales stand, right? So it

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can have this link there for making

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this appointment, right? It can also

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transfer the service to a

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secondary WhatsApp. So, for example,

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let's suppose you have the WhatsApp

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of the real estate agency, where the

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digital agent is. It can

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transfer this service to a

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different human realtor. How does it

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do that? Also through a link

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or through customized integrations

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that's also an option, right? So,

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it provided the service,

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qualified the lead, booked an appointment,

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right? Beyond that, it also has

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the ability to answer questions

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from current clients as well. So,

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for example, that client who I

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I mentioned earlier, you know, that

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00:11:21.079 --> 00:11:23.560
sometimes people want information about a

273
00:11:23.560 --> 00:11:25.680
boleto that didn't arrive, they can get in

274
00:11:25.680 --> 00:11:29.279
touch, ask about it, and then,

275
00:11:29.279 --> 00:11:30.920
there can be an explanation right away saying:

276
00:11:30.920 --> 00:11:32.160
"Look, you didn't get the boleto because

277
00:11:32.160 --> 00:11:35.160
we issue boletos every 10th of the month,

278
00:11:35.160 --> 00:11:37.800
and today is only the 5th, so that's why

279
00:11:37.800 --> 00:11:40.000
you haven't received your boleto, or otherwise:

280
00:11:40.000 --> 00:11:42.240
"Oh, shoot, what a shame. Let's review

281
00:11:42.240 --> 00:11:44.959
what happened here and direct

282
00:11:44.959 --> 00:11:46.680
this

283
00:11:46.680 --> 00:11:49.480
support directly to your finance team,

284
00:11:49.480 --> 00:11:51.000
for example. In the same way

285
00:11:51.000 --> 00:11:52.880
>> open a ticket, right, Daniel? I think that,

286
00:11:52.880 --> 00:11:56.240
you know, it's not going to answer everything,

287
00:11:56.240 --> 00:11:58.560
even though it could, but what we're

288
00:11:58.560 --> 00:12:00.720
proposing here is the

289
00:12:00.720 --> 00:12:02.800
possibility of having a mediator

290
00:12:02.800 --> 00:12:05.720
there for the different areas, in a

291
00:12:05.720 --> 00:12:06.600
very qualified way.

292
00:12:06.600 --> 00:12:08.079
>> Exactly, man. It's a member of your

293
00:12:08.079 --> 00:12:10.760
team, right? Period. I think that's

294
00:12:10.760 --> 00:12:12.720
the best definition. It's truly a member

295
00:12:12.720 --> 00:12:15.760
of your team. In fact, there are

296
00:12:15.760 --> 00:12:18.639
a series of systems usually

297
00:12:18.639 --> 00:12:21.519
used in real estate management,

298
00:12:21.519 --> 00:12:25.000
or CRMs, you know, to manage

299
00:12:25.000 --> 00:12:27.399
those leads commercially. And the

300
00:12:27.399 --> 00:12:29.920
digital employee, depending on this

301
00:12:29.920 --> 00:12:31.480
The system, if it's a system that

302
00:12:31.480 --> 00:12:33.639
allows it, the digital assistant has

303
00:12:33.639 --> 00:12:36.639
even the possibility to integrate with the

304
00:12:36.639 --> 00:12:38.480
system to add

305
00:12:38.480 --> 00:12:41.399
leads, to move cards

306
00:12:41.399 --> 00:12:45.959
in the CRM, right? This is always analyzed

307
00:12:45.959 --> 00:12:48.560
case by case, right, Gustavo? But we

308
00:12:48.560 --> 00:12:52.240
do have this possibility as long as the

309
00:12:52.240 --> 00:12:54.680
system on the other side also supports it,

310
00:12:54.680 --> 00:12:56.480
right? Then we can work

311
00:12:56.480 --> 00:12:59.360
in an extremely integrated way,

312
00:12:59.360 --> 00:13:01.680
making database queries,

313
00:13:01.680 --> 00:13:04.000
to check which

314
00:13:04.000 --> 00:13:06.959
properties are available and, in short, it’s possible to

315
00:13:06.959 --> 00:13:09.959
scale this experience to an

316
00:13:09.959 --> 00:13:14.120
amazing level, depending on how much that

317
00:13:14.120 --> 00:13:17.480
particular player is willing to

318
00:13:17.480 --> 00:13:20.760
do. But anyway, the

319
00:13:20.760 --> 00:13:23.839
basic thing, which is having a digital

320
00:13:23.839 --> 00:13:26.079
assistant there to qualify the

321
00:13:26.079 --> 00:13:28.480
lead, that initial triage

322
00:13:28.480 --> 00:13:32.240
and send it to scheduling or

323
00:13:32.240 --> 00:13:34.560
direct it to a specific

324
00:13:34.560 --> 00:13:36.279
department, even with the

325
00:13:36.279 --> 00:13:39.000
possibility of opening tickets.

326
00:13:39.000 --> 00:13:40.800
That’s definitely already something

327
00:13:40.800 --> 00:13:43.000
transformational enough that if one

328
00:13:43.000 --> 00:13:46.040
day the battery runs out and it stops

329
00:13:46.040 --> 00:13:48.360
working for a few minutes, you’ll

330
00:13:48.360 --> 00:13:51.240
quickly realize that you need it.

331
00:13:51.240 --> 00:13:54.560
Reconnect them again, because that's how it is.

332
00:13:54.560 --> 00:13:55.279
It'll be missed.

333
00:13:55.279 --> 00:13:58.079
It'll be missed, just like I miss it myself.

334
00:13:58.079 --> 00:14:00.680
If my assistant here

335
00:14:00.680 --> 00:14:03.519
for some reason goes for a coffee, I already

336
00:14:03.519 --> 00:14:06.639
bring her back right away, because

337
00:14:06.639 --> 00:14:09.560
it makes a difference. It's about having or not having the

338
00:14:09.560 --> 00:14:11.480
digital employee. From the moment

339
00:14:11.480 --> 00:14:14.440
you experience this, you won't

340
00:14:14.440 --> 00:14:15.720
want anything else.

341
00:14:15.720 --> 00:14:17.680
Yeah, I was going to say, man, you can do everything and

342
00:14:17.680 --> 00:14:18.839
all that, we just don't yet have a

343
00:14:18.839 --> 00:14:21.759
hologram, right, to take a person

344
00:14:21.759 --> 00:14:23.279
to the place, or go upstairs.

345
00:14:23.279 --> 00:14:25.079
Actually, I want to introduce this innovation

346
00:14:25.079 --> 00:14:26.480
here.

347
00:14:26.480 --> 00:14:29.079
Next week, stay tuned,

348
00:14:29.079 --> 00:14:33.360
Daniel. Trying to give a, uh,

349
00:14:33.360 --> 00:14:36.199
wrap-up, like a summary of the

350
00:14:36.199 --> 00:14:38.360
various points you brought up for us.

351
00:14:38.360 --> 00:14:40.440
So, we're talking about a DE, a

352
00:14:40.440 --> 00:14:42.800
digital employee who is able to

353
00:14:42.800 --> 00:14:46.560
work in reception, right, in the

354
00:14:46.560 --> 00:14:49.600
reception and distribution

355
00:14:49.600 --> 00:14:51.600
of all types of service for

356
00:14:51.600 --> 00:14:55.000
any area within your business.

357
00:14:55.000 --> 00:14:57.839
Sales, after-sales, and support, right?

358
00:14:57.839 --> 00:14:59.120
Because sometimes we think

359
00:14:59.120 --> 00:15:02.639
that, well, greeting the client who's

360
00:15:02.639 --> 00:15:05.399
interested, but sometimes the support

361
00:15:05.399 --> 00:15:09.759
It requires demand, or rather, it requires a

362
00:15:09.759 --> 00:15:11.959
significant share of the effort in

363
00:15:11.959 --> 00:15:14.240
servicing a business, right? Because

364
00:15:14.240 --> 00:15:16.240
after a sale, we have this entire

365
00:15:16.240 --> 00:15:17.680
customer portfolio that needs to be

366
00:15:17.680 --> 00:15:18.959
maintained, it needs to keep being

367
00:15:18.959 --> 00:15:21.360
engaged with, right? So, not only, let's say,

368
00:15:21.360 --> 00:15:24.120
from the storefront out, from the counter

369
00:15:24.120 --> 00:15:26.079
outwards, but also from the counter inwards,

370
00:15:26.079 --> 00:15:29.160
we also have many applications that are

371
00:15:29.160 --> 00:15:32.079
completely plausible for optimizing

372
00:15:32.079 --> 00:15:35.560
operational processes of the

373
00:15:35.560 --> 00:15:36.480
sector.

374
00:15:36.480 --> 00:15:38.959
Man, you also mentioned... I just wanted to

375
00:15:38.959 --> 00:15:40.360
make a point here, which is this:

376
00:15:40.360 --> 00:15:42.199
you talked about integrations. When we

377
00:15:42.199 --> 00:15:44.000
open up this umbrella of

378
00:15:44.000 --> 00:15:46.880
integrations with your own CRM, with your own database,

379
00:15:46.880 --> 00:15:48.959
man, then we

380
00:15:48.959 --> 00:15:50.920
can, via WhatsApp, do the kind of

381
00:15:50.920 --> 00:15:52.839
query that everyone would like

382
00:15:52.839 --> 00:15:55.680
to have right in the real estate agency's catalog,

383
00:15:55.680 --> 00:15:59.440
right? Without having to deal with 78

384
00:15:59.440 --> 00:16:02.959
filters, right? Anyway, please go back to your

385
00:16:02.959 --> 00:16:04.839
point there, please.

386
00:16:04.839 --> 00:16:06.720
Yeah, no, one point I think is important

387
00:16:06.720 --> 00:16:10.480
as well is this, right? I, well, because

388
00:16:10.480 --> 00:16:12.720
of that path I told you about earlier,

389
00:16:12.720 --> 00:16:15.279
my contact ended up

390
00:16:15.279 --> 00:16:18.000
circulating on some lists of

391
00:16:18.000 --> 00:16:21.240
Brokers. I often get

392
00:16:21.240 --> 00:16:23.959
messages from brokers telling me

393
00:16:23.959 --> 00:16:27.240
about a launch, about some

394
00:16:27.240 --> 00:16:30.720
news there in the real estate market

395
00:16:30.720 --> 00:16:33.720
to offer me, right? A house,

396
00:16:33.720 --> 00:16:38.199
an apartment, etc. And their approach, you know,

397
00:16:38.199 --> 00:16:41.160
tends to be very similar for all of them

398
00:16:41.160 --> 00:16:44.680
which is: like 500 photos and a

399
00:16:44.680 --> 00:16:47.680
very long, detailed description,

400
00:16:47.680 --> 00:16:50.120
of what the property is. And so,

401
00:16:50.120 --> 00:16:53.639
usually, in everyday life, it ends up

402
00:16:53.639 --> 00:16:55.120
being ignored, because you’ll look

403
00:16:55.120 --> 00:16:56.639
at that and say: "Geez, another

404
00:16:56.639 --> 00:16:59.519
marketing message." And unless

405
00:16:59.519 --> 00:17:02.399
you're there with some time to

406
00:17:02.399 --> 00:17:04.559
go through that or, I don’t know, you

407
00:17:04.559 --> 00:17:06.199
for some reason, look at it in your free

408
00:17:06.199 --> 00:17:08.280
moment and think: "Let me have a look

409
00:17:08.280 --> 00:17:10.600
at what's going on." Well, the

410
00:17:10.600 --> 00:17:12.760
likelihood of that message being

411
00:17:12.760 --> 00:17:15.799
ignored is very high, right? I’d say

412
00:17:15.799 --> 00:17:18.760
almost 100%, because that’s what happens

413
00:17:18.760 --> 00:17:20.880
here. Even if I’m at the point where

414
00:17:20.880 --> 00:17:23.319
I’m looking for something, wanting to find

415
00:17:23.319 --> 00:17:26.640
something, I still won’t

416
00:17:26.640 --> 00:17:28.880
spend much time on that, I’ll just

417
00:17:28.880 --> 00:17:31.320
actively search for what I

418
00:17:31.320 --> 00:17:35.880
want. So, what does this, what’s

419
00:17:35.880 --> 00:17:39.120
the power of the digital employee in

420
00:17:39.120 --> 00:17:42.320
this process? It’s this: you’ll be able to

421
00:17:42.320 --> 00:17:45.440
sending messages like you already do, right?

422
00:17:45.440 --> 00:17:48.919
just like brokers usually do, but,

423
00:17:48.919 --> 00:17:52.280
they usually do this kind of digital pamphleteering,

424
00:17:52.280 --> 00:17:55.320
you know, digital, as I call it here.

425
00:17:55.320 --> 00:17:57.880
Because most likely, they won't be able to

426
00:17:57.880 --> 00:18:01.159
handle following up on

427
00:18:01.159 --> 00:18:04.120
so many things. Think about it,

428
00:18:04.120 --> 00:18:05.559
if I send out a 'Good afternoon',

429
00:18:05.559 --> 00:18:08.640
how are you? to 500 people,

430
00:18:08.640 --> 00:18:11.280
and 200 reply, that's already a lot to handle,

431
00:18:11.280 --> 00:18:14.480
right? That's a lot to keep up with. But if I

432
00:18:14.480 --> 00:18:16.640
have a digital assistant working,

433
00:18:16.640 --> 00:18:19.520
I can send a message that

434
00:18:19.520 --> 00:18:23.039
would actually be more appropriate to even

435
00:18:23.039 --> 00:18:25.880
qualify the lead. Why? Sometimes the

436
00:18:25.880 --> 00:18:28.120
lead doesn't want that specific product

437
00:18:28.120 --> 00:18:30.240
you're sending at that moment,

438
00:18:30.240 --> 00:18:32.600
but if you treat them properly,

439
00:18:32.600 --> 00:18:34.080
in the right way, maybe you'll

440
00:18:34.080 --> 00:18:35.799
find out they’re interested in another

441
00:18:35.799 --> 00:18:38.080
product that you can also sell, right?

442
00:18:38.080 --> 00:18:41.320
So you're going to work that lead better.

443
00:18:41.320 --> 00:18:42.840
So you could send

444
00:18:42.840 --> 00:18:44.960
a message like: 'Good afternoon,

445
00:18:44.960 --> 00:18:47.559
how are you? How is your

446
00:18:47.559 --> 00:18:50.760
property search going right now?'

447
00:18:50.760 --> 00:18:53.360
Period. And then the person will say: 'Oh,

448
00:18:53.360 --> 00:18:55.240
I’m looking, I’m not looking, I want to

449
00:18:55.240 --> 00:18:57.600
buy, I want to rent, I want to invest.'

450
00:18:57.600 --> 00:19:01.159
Whatever the answer, the digital assistant

451
00:19:01.159 --> 00:19:04.159
will work on this for you. He will

452
00:19:04.159 --> 00:19:06.440
qualify that lead and, if that lead

453
00:19:06.440 --> 00:19:09.080
is at the right moment, he will

454
00:19:09.080 --> 00:19:12.200
schedule a meeting, a visit. He will find

455
00:19:12.200 --> 00:19:15.000
a way for you to move forward with

456
00:19:15.000 --> 00:19:17.600
that lead in a much more

457
00:19:17.600 --> 00:19:21.559
effective way. And I'll tell you more, that lead

458
00:19:21.559 --> 00:19:23.720
that we call a lead here, right? It seems

459
00:19:23.720 --> 00:19:25.840
like it's just a line in a spreadsheet,

460
00:19:25.840 --> 00:19:28.520
right? But we have to remember it's a

461
00:19:28.520 --> 00:19:31.640
person on the other side, right? So,

462
00:19:31.640 --> 00:19:34.880
when we treat this person better,

463
00:19:34.880 --> 00:19:37.720
we deliver a better experience,

464
00:19:37.720 --> 00:19:40.200
less intrusive, and therefore more

465
00:19:40.200 --> 00:19:41.720
persuasive.

466
00:19:41.720 --> 00:19:43.799
Also, even if at that moment

467
00:19:43.799 --> 00:19:46.640
the person doesn't want it, when they do,

468
00:19:46.640 --> 00:19:48.039
you can be sure they will call you

469
00:19:48.039 --> 00:19:50.480
because they'll say: "Wow, Gustavo

470
00:19:50.480 --> 00:19:53.039
gave me great service,

471
00:19:53.039 --> 00:19:55.280
so it's worth asking him

472
00:19:55.280 --> 00:19:57.360
if he has something that interests me

473
00:19:57.360 --> 00:20:00.039
right now, isn't it? So that's

474
00:20:00.039 --> 00:20:02.039
extremely relevant, okay?

475
00:20:02.039 --> 00:20:04.799
>> Yes, yes, it's long-term cultivation, right?

476
00:20:04.799 --> 00:20:07.559
>> Exactly. After all, a property isn't

477
00:20:07.559 --> 00:20:09.240
an impulse buy, right,

478
00:20:09.240 --> 00:20:10.640
Gustavo? It's rare that you will have a

479
00:20:10.640 --> 00:20:13.360
checkout link there saying 'enter your

480
00:20:13.360 --> 00:20:15.280
credit card.'

481
00:20:15.280 --> 00:20:17.840
Exactly. Well, Daniel, we

482
00:20:17.840 --> 00:20:20.000
could go on for a long time.

483
00:20:20.000 --> 00:20:22.679
For sure, there's a lot to talk about, right?

484
00:20:22.679 --> 00:20:26.159
About the different aspects

485
00:20:26.159 --> 00:20:28.760
that are related to our

486
00:20:28.760 --> 00:20:32.720
main topic. I would just like to

487
00:20:32.720 --> 00:20:35.640
also draw attention, Daniel, to

488
00:20:35.640 --> 00:20:37.200
regard to the topic we've been

489
00:20:37.200 --> 00:20:40.480
discussing here, to our colleagues who are

490
00:20:40.480 --> 00:20:43.520
with us in the XMACNA Partner program,

491
00:20:43.520 --> 00:20:46.600
the XMACNA partnership program.

492
00:20:46.600 --> 00:20:48.480
Because when we talk about the real estate segment,

493
00:20:48.480 --> 00:20:50.919
real estate agencies, we are usually dealing

494
00:20:50.919 --> 00:20:53.960
often with medium-sized clients.

495
00:20:53.960 --> 00:20:56.880
There are clients who represent

496
00:20:56.880 --> 00:20:59.960
large groups on their own, right? So

497
00:20:59.960 --> 00:21:01.840
the same real estate agency can have, you know,

498
00:21:01.840 --> 00:21:05.280
divisions in several cities. And we

499
00:21:05.280 --> 00:21:08.159
have a segment that demands a lot of

500
00:21:08.159 --> 00:21:10.159
interaction. So, once you are

501
00:21:10.159 --> 00:21:13.640
there, you are, you know, with an FD at the

502
00:21:13.640 --> 00:21:15.400
door welcoming the public,

503
00:21:15.400 --> 00:21:17.960
we are dealing with high

504
00:21:17.960 --> 00:21:20.799
volumes of interaction, with the possibility

505
00:21:20.799 --> 00:21:24.520
of scaling up quickly and,

506
00:21:24.520 --> 00:21:26.360
ultimately, we are still talking about a

507
00:21:26.360 --> 00:21:29.480
market that is quite analog in many ways,

508
00:21:29.480 --> 00:21:31.200
right? So, a market in which

509
00:21:31.200 --> 00:21:33.559
there's still a lot of room for us

510
00:21:33.559 --> 00:21:36.240
to bring in technology, and XMACNA is

511
00:21:36.240 --> 00:21:38.640
Also very well positioned for this

512
00:21:38.640 --> 00:21:41.120
type of service. So, I wanted

513
00:21:41.120 --> 00:21:43.640
to hear your final words, Daniel,

514
00:21:43.640 --> 00:21:45.799
regarding this, because it seems to me that

515
00:21:45.799 --> 00:21:47.799
there is indeed an important window of

516
00:21:47.799 --> 00:21:51.799
opportunity in this sector. And you who

517
00:21:51.799 --> 00:21:53.320
are leading this project

518
00:21:53.320 --> 00:21:56.159
with us, I think it would be great to get

519
00:21:56.159 --> 00:21:59.200
your thoughts on that.

520
00:21:59.200 --> 00:22:03.240
Absolutely. It's very attractive and

521
00:22:03.240 --> 00:22:05.720
especially when we look

522
00:22:05.720 --> 00:22:08.360
at a sector, Gustavo, where we

523
00:22:08.360 --> 00:22:10.240
say, "Wow, this sector is still

524
00:22:10.240 --> 00:22:11.840
a bit more

525
00:22:11.840 --> 00:22:14.720
analog." I see that as a good thing,

526
00:22:14.720 --> 00:22:17.360
because I say, 'Wow, here I have

527
00:22:17.360 --> 00:22:20.640
great work opportunities.' And

528
00:22:20.640 --> 00:22:23.000
like I usually say, right, sales is

529
00:22:23.000 --> 00:22:24.679
about helping the client to

530
00:22:24.679 --> 00:22:27.080
buy at the end of the day, showing

531
00:22:27.080 --> 00:22:29.799
them how that solution

532
00:22:29.799 --> 00:22:32.799
fits into their day-to-day and business.

533
00:22:32.799 --> 00:22:34.400
When we take this approach,

534
00:22:34.400 --> 00:22:37.559
when we show a realtor

535
00:22:37.559 --> 00:22:40.840
or an agency the transformation

536
00:22:40.840 --> 00:22:43.640
that can happen to their business through the

537
00:22:43.640 --> 00:22:45.200
use of a digital employee,

538
00:22:45.200 --> 00:22:47.200
improving service quality,

539
00:22:47.200 --> 00:22:49.240
improving lead qualification, and so on,

540
00:22:49.240 --> 00:22:52.360
everything we've already discussed here,

541
00:22:52.360 --> 00:22:55.080
We help, at least in the short term,

542
00:22:55.080 --> 00:22:58.440
in the short and medium term, this player to

543
00:22:58.440 --> 00:23:01.679
stand out in the market, right? And then,

544
00:23:01.679 --> 00:23:04.600
obviously, like any market movement,

545
00:23:04.600 --> 00:23:07.039
from the moment that

546
00:23:07.039 --> 00:23:09.200
someone starts doing it, the neighbor sees it,

547
00:23:09.200 --> 00:23:11.600
says: "Wow, that's cool," and starts doing it

548
00:23:11.600 --> 00:23:15.200
too. But those who start first, leave

549
00:23:15.200 --> 00:23:17.200
ahead as well. And, you know, that old

550
00:23:17.200 --> 00:23:19.760
saying: the early bird gets

551
00:23:19.760 --> 00:23:22.640
the freshest water, right? So, the clients who

552
00:23:22.640 --> 00:23:26.400
we manage to bring in and implement

553
00:23:26.400 --> 00:23:29.840
the digital employee now, they are

554
00:23:29.840 --> 00:23:33.279
pulling ahead of the

555
00:23:33.279 --> 00:23:35.640
others and they're going to gain a

556
00:23:35.640 --> 00:23:38.600
significant lead, right? You see it in

557
00:23:38.600 --> 00:23:41.520
Formula 1, seconds make all the difference

558
00:23:41.520 --> 00:23:44.720
when that competitor is in the

559
00:23:44.720 --> 00:23:47.000
lead, right? So here we're

560
00:23:47.000 --> 00:23:50.640
sometimes talking about being months ahead

561
00:23:50.640 --> 00:23:54.200
of the competition, which you gain

562
00:23:54.200 --> 00:23:57.440
by using a digital employee,

563
00:23:57.440 --> 00:23:59.440
better lead qualification,

564
00:23:59.440 --> 00:24:02.320
making better use of the leads, right? Because

565
00:24:02.320 --> 00:24:05.840
whether it’s a list you bought,

566
00:24:05.840 --> 00:24:07.799
and when I say 'bought', I mean when

567
00:24:07.799 --> 00:24:09.679
you’re investing in traffic, in a way

568
00:24:09.679 --> 00:24:11.320
you're buying a contact list

569
00:24:11.320 --> 00:24:13.600
or a lead list, right? So

570
00:24:13.600 --> 00:24:17.080
you've already invested in generating that lead.

571
00:24:17.080 --> 00:24:19.559
So, from the moment they arrive

572
00:24:19.559 --> 00:24:22.039
inside the company, the better we

573
00:24:22.039 --> 00:24:24.200
can work with them, deliver

574
00:24:24.200 --> 00:24:26.080
quality information, provide good

575
00:24:26.080 --> 00:24:28.640
service, qualify, and understand

576
00:24:28.640 --> 00:24:31.559
the time they have to make that

577
00:24:31.559 --> 00:24:34.760
decision, the more we

578
00:24:34.760 --> 00:24:38.679
can generate results for the business and

579
00:24:38.679 --> 00:24:41.960
the more we can evolve and stay ahead

580
00:24:41.960 --> 00:24:44.120
of the competition, right? So, that’s

581
00:24:44.120 --> 00:24:46.880
the level of transformation that

582
00:24:46.880 --> 00:24:49.000
we’re talking about here for these

583
00:24:49.000 --> 00:24:52.039
businesses often seen as more

584
00:24:52.039 --> 00:24:54.760
analog, right? So, look at this

585
00:24:54.760 --> 00:24:59.080
business and let’s go show how

586
00:24:59.080 --> 00:25:02.159
we can support in this process of

587
00:25:02.159 --> 00:25:03.919
business growth,

588
00:25:03.919 --> 00:25:08.399
scalability, and sales.

589
00:25:08.399 --> 00:25:10.760
Great, Daniel. Thanks for your

590
00:25:10.760 --> 00:25:13.919
words. Here’s our encouragement. So,

591
00:25:13.919 --> 00:25:16.200
we also have,

592
00:25:16.200 --> 00:25:19.279
possibilities for demos, right?

593
00:25:19.279 --> 00:25:21.559
So, if you’re interested,

594
00:25:21.559 --> 00:25:24.480
it’s worth reaching out to us. And if you

595
00:25:24.480 --> 00:25:26.640
have watched us until now, help us

596
00:25:26.640 --> 00:25:28.440
by sharing this content with

597
00:25:28.440 --> 00:25:30.600
those who might be interested. Our

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00:25:30.600 --> 00:25:33.039
many thanks for your audience, and

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00:25:33.039 --> 00:25:34.120
see you next time.

600
00:25:34.120 --> 00:25:38.880
That’s it. Thank you very much. Take care,