How Misha Grebeniuk's team got under the hood of Whitewill

The current market doesn't allow you to relaxedly drift in the flow as you've been able to do for the past three years. Oleg Torbosov is at it again. In zooms. In meetings. In negotiations.

The story of a lite six hours a week has been replaced by six hours a day. Total efficiency time.

The market doesn't forgive mistakes. One by one, real estate agencies are sticking together. Whether in Moscow or Dubai.

«Brokers in most agencies in Moscow have become prohibitively angry», — told Oleg in a private conversation sales manager of a large developer.

We are behind in sales from the previous year for the first time in history. It's only 8%, but it's not pleasant. And the profitability of the business is down. Due to the tax burden. A large back office team. Marketing costs. Clients are now priced like a square meter on Bluewaters.

We did 13 billion in sales in October. Yeah, that's up. And that's good. But in the past, we've made more money at these numbers.

This is the time of super efficiency. Oleg Torbosov is once again covered in spreadsheets. Reports. And ordered an external audit. Because when you're in your own borscht, you don't see things.

Oleg called Misha Grebenyuk. Asked his «Resalting» team to do a diagnostic of Whitewill's Moscow office. We don't need to build a sales department from scratch, but it is important to understand the points of growth.

The guys carried out control purchases. They studied regulations. Listened to calls. Looked at how our CRM works. Talked to executives. Did a ton of zooms and calls. Sat in our office. And rolled out a whole list of improvements that we're going to implement over the next six months.

It's nice that the final diagnosis is «the patient is healthy, but needs to take vitamins» in the fall/winter season.

For example, lagging brokers don't just need to wait patiently for their deal, they need to work on leading metrics: increase calls and showings. Let's emphasize this. We didn't nerd out before.

There's a bunch of garbage tags and statuses piling up in crm. They're all in different formats because they were added at different times. There are unnecessary fields. Promptly switched to «Enterprise» version of Amo to manage this more flexibly.

Recommended adding regular breakdowns of calls and meetings. Develop a culture of sharing and collaborative learning.

We will do masterminds with top brokers. Maybe even do internal podcasts, interviewing the top guys. About working style and efficiency formulas.

In the final presentation after the audit, we have six sheets of proposals. We won't voice them all. We have drawn up an implementation program, and in the next six months we will implement most of the recommendations step by step.

Yes, it costs money, but it's worth it. The patient is healthy.