DCC - Dominando os Cálculos do Consórcio | Aula 03

Introduction and Personal Insights

Personal Commitment to Professional Growth

• The speaker expresses gratitude for being part of the CONQUI mentorship, emphasizing their commitment to thoroughness in their work as an insurance broker.

• They highlight the importance of understanding the consórcio system, which has been a significant challenge for them due to its complexity.

• The speaker shares their surprise at achieving a top 10 position in CVOPA without initially seeking that outcome, attributing it to hard work and transparency within the group.

Values and Connections

• They emphasize the value of transparency in business relationships and express happiness about finding like-minded individuals who share similar values.

• The speaker acknowledges a strong connection with others in the program, appreciating both personal growth and professional networking opportunities.

Mentorship Experience

Learning Outcomes

• The speaker reflects on how they have gained valuable insights from both mentors and peers during their time in the mentorship program.

• They mention achieving significant sales milestones, crediting these successes to lessons learned through mentorship.

Impact on Sales Performance

• A notable achievement is highlighted where they sold nearly 5 million alone in November, marking a personal record attributed to mentorship guidance.

Understanding Consórcio Challenges

Common Struggles

• The speaker discusses common insecurities faced by professionals when explaining consórcio calculations or closing deals with clients.

Importance of Training

• Emphasizing that proper training is crucial for success, they note that many people miss out on opportunities due to lack of knowledge about consórcio strategies.

Invitation to Online Immersion

Opportunity for Growth

• An invitation is extended for participants to join an online immersion focused on mastering consórcio calculations, aimed at transforming careers.

Third Day of Immersion DCC

Course Overview

• The session marks the third day of immersion into consórcio calculations, promising comprehensive insights into using consórcios as investments.

Engagement with Participants

• The instructor engages with participants by encouraging interaction and expressing excitement about delivering valuable content during this session.

Key Concepts: Consórcio as Investment

Defining Investment

• A clear distinction is made between traditional investments and how consórcios can be utilized effectively as investment tools.

Practical Examples

• Using relatable examples (like cars), the instructor illustrates how different ownership contexts can determine whether an asset is viewed as an investment or not.

Strategies for Client Contemplation

Methods of Contemplation

• Various methods for client contemplation are discussed including lotteries and fixed bids; each method's predictability versus profitability is analyzed.

Conclusion

The notes encapsulate key discussions around personal growth through mentorship, challenges faced within the consórcio framework, practical applications of learning outcomes, engagement strategies during sessions, and defining investment concepts related to consórcios.

Understanding the Investment Dynamics of Consórcio

The Trade-off Between Bids and Lotteries

• The speaker explains that offering multiple bids can lead to lower profits when selling a credit letter, as it requires upfront cash investment.

• In contrast, lottery systems are less predictable but potentially more profitable compared to free bidding, which is more predictable but offers lower returns.

• A basic example of a consórcio with three participants illustrates how different payment amounts affect potential profitability.

Participant Outcomes in Consórcio

• João, who paid R$ 100,000 in installments, accessed R$ 300,000 in credit; Natália paid R$ 210,000 for R$ 330,000; Eric paid R$ 330,000 for R$ 360,000.

• To enhance João's profitability before his contemplation of the credit letter, he should minimize payments until then through reduced installment options.

Implications of Offering Bids

• Offering a bid results in losing potential gains since it acts as an advance on future installments.

• The concept of fixed bids emerges as a hybrid between lotteries and free bids; typically set at around 30% by administrators.

Mechanics of Fixed Bids

• Fixed bids allow participants to compete under specific rules set by the administrator; some may offer both fixed and free bidding options.

• The speaker expresses disapproval for administrators allowing participation in both types simultaneously due to increased competition among bidders.

Strategies for Reducing Competition

• Choosing one bidding method reduces overall competition since only those with timely payments participate in lotteries.

• Approximately 50% of participants will miss at least one payment within six months based on historical data from administrators.

Exploring Loyalty Bidding (Lance Fidelidade)

Concept and Benefits of Loyalty Bidding

• Loyalty bidding rewards consistent payers by allowing them to compete only against others who have maintained timely payments over specified periods.

• This system limits competition further by excluding those who have missed payments during the defined timeframe.

Market Participation and Trends

• Only three administrators currently implement loyalty bidding: HS Consórcio and Servopa are mentioned specifically.

Order of Contemplation Regulations

Legal Framework Governing Contemplation Orders

• Brazilian law dictates that the first two orders for contemplation must be active clients followed by excluded clients.

• After these initial contemplations, the administrator decides subsequent orders based on their own criteria.

Critique on Bank Products vs. Independent Administrators

• Banks often focus on acquisition products rather than investment opportunities within consórcios due to their revenue models favoring administration fees over investor benefits.

Targeting Investor Clients

Identifying Client Types

• The speaker emphasizes targeting investor clients rather than just borrowers seeking immediate financial relief or low-cost options.

Importance of Educating Clients

• Educating potential investors about consórcios can help them see its value beyond mere acquisition—positioning it as an investment opportunity instead.

Leveraging Secondary Markets

Opportunities Within Secondary Markets

• Selling previously sold consórcio letters can generate additional income through commissions when clients seek assistance after being contemplated.

Conclusion: Maximizing Client Value

• By understanding secondary market dynamics and maintaining relationships with previous clients, agents can increase lifetime value (LTV), generating ongoing revenue streams from existing customers.

Understanding Fixed Bids and Loyalty Offers in Consortia

Key Concepts of Fixed Bids

• The option for fixed bids or loyalty offers is introduced, emphasizing the importance of understanding the client's expectation for contemplation.

• Different administrators calculate bids based on various criteria such as letter type, category, or balance; Porto's method is highlighted as an example.

• Loyalty bids with embedded payment options are more advantageous for clients since they do not require upfront cash outlay.

Payment Methods Clarification

• It is crucial to note that "embedded bid" refers to a payment method rather than a bidding modality; this distinction must be clear to avoid confusion.

• An example scenario illustrates how embedded payments can work alongside loyalty bids, using resources like FGTS.

Economic Data and Investment Returns

Economic Indicators

• The current Selic rate will automatically populate in the system, along with group profitability metrics which should ideally reflect 90% of CDI.

• A calculation methodology is discussed regarding average installments and how they relate to potential returns from investments in CDB versus credit letters.

Investment Comparisons

• Clients need a comparative metric (like Selic rate or CDI percentage) to evaluate whether their investment yields better returns than traditional savings methods.

Addressing Client Concerns About Costs

Cost Perception Management

• When clients express concerns about costs being high, it’s essential to ask them: "High compared to what?" This helps clarify their perception versus market reality.

Profitability Metrics in Credit Letters

Selling Credit Letters

• The calculator sets default percentages for selling credit letters based on timeframes (15% within 30 months and 20% beyond).

• Adjustments can be made within the calculator for these percentages according to market conditions.

Rental Metrics and Property Valuation

Rental Income Calculations

• A detailed example shows how rental income from properties can offset consortia payments, enhancing client profitability through strategic financial management.

Long-term Value Growth

• Emphasizes that property values increase over time while generating rental income, leading to significant long-term gains for investors.

Leveraging Real Estate Investments

Maximizing Returns Through Strategy

• Discusses strategies where surplus rental income can be reinvested into higher-yielding products like CDB at 100% CDI rates.

Comprehensive Financial Overview

Detailed Financial Projections

• The simulator provides comprehensive insights into contracted credits, expected contemplation timelines, and updated credit values post-bid acceptance.

Exploring Higher Return Opportunities

Potential Gains from Selling Letters

• If clients sell their letters at higher percentages (e.g., 35%), they could significantly increase their return on investment beyond initial expectations.

Complexities of Real Estate Leverage

Advanced Strategies Explained

The discussion shifts towards complex real estate leverage operations that allow clients to maximize asset utilization without incurring additional debt burdens.

Alavancagem e Estratégias de Investimento

Discussão sobre Alavancagem Patrimonial

• O conceito de alavancagem patrimonial é introduzido como uma estratégia para aumentar o patrimônio através da compra de imóveis com financiamento via consórcio.

The Impact of a Spreadsheet on Lives

Gratitude and Transformation

• The speaker expresses immense gratitude for a spreadsheet that has transformed many lives, emphasizing that mastering consortium calculations goes beyond mere numbers.

• The purpose of the Conqui brand is to transform people's lives, with a vision to disrupt the market by empowering experts in the field.

Commitment to Innovation

• After five years without changes, the decision was made to create an advanced simulator featuring seven calculators for consortium salespeople.

• This simulator embodies ten years of experience and hard work, including overcoming challenges related to complex calculations like "ideal fraction."

A Journey of Discovery

Breakthrough Moments

• A significant breakthrough occurred at 3 AM when the speaker discovered a crucial calculation for investment consortium calculators.

• The simulator represents not just a tool but also a decade-long commitment to improving the consortium market.

User Engagement and Feedback

• Currently, there are around 750 direct users and over 5,000 users through partnerships across Brazil, indicating widespread impact.

• An opportunity is presented for attendees to access this innovative simulator.

Key Offerings and Opportunities

Special Access Announcement

• Attendees are prompted to express interest in accessing the simulator by sending messages indicating their desire.

• The third keyword revealed is "consórcio com que," which signifies an innovative approach towards investment-focused consortium products.

Product Development Insights

• Collaboration among three partners led to creating Brazil's best investment consortium product by combining expertise in sales techniques, product development, and mathematical management.

Features of the New Consortium Product

Investment-Focused Characteristics

• The new product aims at investors with high profitability potential and unique features such as reduced installment options.

• It will be an exclusive group designed specifically for investor clients seeking optimal returns on investments (ROI).

Competitive Edge Analysis

• Strategies include offering loyalty bids that enhance predictability and increase ROI by minimizing costs until contemplation occurs.

Exclusive Selling Opportunities

Unique Selling Proposition

• This product is tailored exclusively for investor clients with multiple loyalty bid options enhancing its appeal.

• A commission structure offers competitive rates while ensuring transparency regarding pricing adjustments over time.

Market Positioning Strategy

• Emphasizing predictable costs benefits both clients and sellers alike while maintaining high commission rates for mentors involved in selling this exclusive product.

Closing Offers: Simulator Access & Mentorship Program

Final Offers Presentation

• Two key opportunities are introduced: access to the simulator at a discounted rate and enrollment in a mentorship program aimed at deepening knowledge about consortia.

Value Proposition Breakdown

• Current price: R$1377 or 12 installments of R$137.70; special offer: R$997 or 12 installments of R$97 available until Monday.

• Bonuses include courses on strategies using calculators, live Q&A sessions with experts, and certification preparation courses.

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Introduction to Renato and Mentorship

Connection with Renato

• The speaker met Renato during a mentorship session led by Joelson, where Renato shared insights about consortia.

• The speaker considers Renato a friend due to his dedication and accessibility compared to other mentors in the field.

Value of Mentorship

• The mentorship program is beneficial for those transitioning from selling traditional consortia to understanding more complex financial aspects.

• Participants learn essential product knowledge and sales techniques that are not covered in standard training programs.

Dedication of the Mentor

Extended Learning Experience

• Sessions often extend beyond scheduled times, demonstrating Renato's commitment to ensuring all participants grasp the material thoroughly.

• The speaker has expanded their expertise from just contemplative consortia to traditional and investment-focused consortia through this mentorship.

Unique Product Insights

Consórcio PQI

• The speaker emphasizes the uniqueness of Conqui's investment consortium, which stands out among competitors.

• Feedback from participants is valued; adjustments are made based on suggestions, enhancing the learning experience.

Practical Skills Development

Daily Application

• Mentorship also focuses on practical skills such as client interaction, meeting preparation, and digital positioning strategies.

• Accessing tools like "simula aqui" enhances operational efficiency but participating in mentorship significantly improves overall performance.

Entry Process for Mentorship

Method PVA Overview

• To join the mentorship program, individuals must first participate in an immersive event called Method PVA.

• A video presentation about Method PVA is shown to provide further context for potential mentees.

Importance of Testimonials

Personal Experiences Shared

• Bruno expresses gratitude for being part of the mentorship and highlights its transformative impact on his professional journey.

Sales Performance Metrics

Revenue Generation Insights

• A participant shares impressive sales figures achieved after applying learned strategies within the program.

Future Opportunities in Mentorship

Upcoming Events

• Details about future sessions indicate that participation requires attendance at Method PVA events scheduled for May 22nd and 23rd.

Special Offers for Participants

Pre-Sale Conditions

• An exclusive pre-sale opportunity is presented with significant discounts available only until a specified deadline.

Eligibility Criteria

Application Process Explained

• Potential mentees must fill out an application form that will be reviewed by a selection team before acceptance into the program.

Comprehensive Course Offerings

Detailed Breakdown of Deliverables

• Mentees gain access to various courses including Formation Conqui, PCA certification course, Expert Simula here course, along with extended access periods.

Exclusive Selling Rights

Partnership Benefits

• Participants receive exclusive rights to sell specific consortia products alongside comprehensive support from experienced professionals.

Financial Considerations

Return on Investment Discussion

• Emphasis placed on how one successful sale can cover costs associated with joining the mentorship program.

Commission Structure Clarification

Earnings Potential Explained

• Detailed explanation provided regarding commission rates associated with different sales scenarios within the consórcio framework.

Addressing Participant Queries

Interactive Q&A Session

• Open floor discussion allows participants to ask questions regarding both content delivery and logistical aspects of joining the program.

Overview of the Consórcio Conqui Benefits

Key Features and Offerings

• The consórcio offers a unique opportunity to utilize land and simulators at current prices, with renewals occurring at the same rate after one year.

• It allows for various credit releases including purchases, renovations, constructions, and capital raising.

• Questions about who backs the consórcio are addressed; it operates through a white label arrangement with an administrator that creates exclusive groups.

Market Comparisons

• Examples of other market players like Consórcio XP and Consórcio Safra illustrate how different administrators operate behind various consórcios.

• The flexibility in plan structuring is highlighted as a key differentiator for their service.

Application Process and Group Structure

Enrollment Details

• A reminder is given about limited spots available for mentorship applications, emphasizing urgency due to high interest.

• The group aims to maintain around 3,000 to 3,500 members for optimal performance while offering significant reductions in installment payments.

Financial Parameters

• The product features a 25% administration fee along with a 1% reserve fund over a span of 192 months with substantial installment reductions.

Mentorship Opportunities

Engagement Encouragement

• Participants are urged to fill out application forms without cost; this will facilitate further discussions regarding mentorship opportunities.

• Clarification on the administrative backing of the product is provided; it’s associated with Consórcio Roma but marketed under their brand.

Sales Training Focus

• Emphasis on training participants to become authorities in selling consórcios rather than relying solely on brand recognition.

Expanding Sales Capabilities

Additional Administrators Access

• Mentorship provides access to multiple additional administrators beyond existing credentials, enhancing sales potential significantly.

Platform Functionality

• Introduction of two sales journeys—manual and intelligent—enables users to select optimal options based on client needs within their platform.

Marketing Support and Tools

Digital Marketing Strategies

• Assurance is given that support includes guidance on digital marketing strategies alongside recommendations for traffic management specialists or agencies.

Comprehensive Sales Support

• Unique support structure where experts assist directly during client calls enhances closing rates compared to competitors.

Revenue Potential from Consórcios

High Earning Potential

• Successful sellers can achieve monthly revenues exceeding R$40 million through effective operations within the consórcio framework.

Investment Plans Explained

• Discussion around investment plans indicates that selling specific quotas can lead to recurring revenue streams over time.

Application Urgency Reminder

Limited Availability Notice

• Final reminders about limited application slots emphasize urgency; participants encouraged not to miss out on securing their positions before deadlines.

Structuring Teams and Commissions

Team Management Insights

• Mentorship covers essential aspects such as team structure creation and commission payment strategies tailored for sales teams.

Discussing Financing Options for Property Purchase

Understanding the Financial Strategy

• The speaker emphasizes that if a client cannot afford an initial bid, they likely won't be able to pay the financing entry either.

• It is noted that a consortium can only be utilized once the property is delivered, as there is no guarantee when purchasing off-plan.

• The strategy discussed involves making a larger bid over time instead of paying an upfront deposit for the property.

• The client will need to pay the entry fee during construction and cannot use a consortium until the property is ready.

• A suggestion is made to use part of the funds reserved for a down payment as a bid in the consortium.

Clarifying Property Value and Bidding Process

• A question arises about how to secure a 495,000 property with only 30,000 available for bidding, highlighting financial limitations.

• The speaker advises against using all available funds for an immediate down payment; instead, it should be saved for future bids throughout the year.

• A clear strategy is outlined: negotiate with builders on down payments while simultaneously entering into a consortium over six years.

Detailed Financial Planning

• The plan includes paying approximately 30% of the property's value over six years while ensuring that by then, they have secured their consortium letter.

• This approach allows clients to manage both their consortia payments and property entry fees effectively until completion in 2032.

Addressing Client Concerns

• New participants are welcomed into the community as discussions continue regarding financing options and strategies.

• Questions arise about whether other properties can serve as collateral in place of off-plan properties; however, limitations are acknowledged due to insufficient funds.

Final Thoughts on Strategies and Community Engagement

• The speaker encourages filling out application forms quickly due to limited availability while expressing gratitude towards attendees' participation.

• An example scenario discusses overcoming objections from clients who prefer immediate financing rather than waiting for consortia options by presenting them with better alternatives.

• Participants are reminded about upcoming podcasts and further engagement opportunities within their community.

Closing Remarks

• Appreciation is expressed towards team members and participants who contributed significantly throughout three nights of sessions.

• Emphasis on teamwork highlights how collective efforts lead to success in achieving shared goals within their organization.