The Sales Machine
A repeatable system that any new hire can plug into and start producing by Friday.
The Fragvest 5-Step
TARGET
Before the visit
Salesperson gets a list of 20 prospects for the day. Each prospect has a name, location, why they're a fit, and a suggested opening line. Lists are prepped by the Sales Lead or eventually by tech.
Key action
Sales Lead preps 20 targeted prospects per salesperson per day.
APPROACH
The first 60 seconds
Walk in, introduce yourself, say one line specific to them. Not 'do you want to invest in real estate?' — that's generic. The ask is always for 3 minutes. Not a meeting, not a call later. 3 minutes right now.
Key action
"I work with [people like you] who want to own real estate without buying a full property. Can I have 3 minutes?"
PITCH
The 3-minute version
One-pager on the table (physical, laminated, professional). 3 key points only: (1) Own a piece of a ₦50M property for as little as ₦24K. (2) Your investment is held by a licensed trustee — here's the certificate. (3) You earn rental income monthly. Show the app, show a real certificate, show a real property.
Key action
"Most of our investors start with ₦100K–₦500K. What would make sense for you?"
CAPTURE
Before you leave
If interested: get them to download the app right there, or take their number. If they need time: book a specific follow-up ('Can I call you Thursday at 2pm?'). If they say no: 'Do you know anyone who might be interested?' Every interaction gets logged. No exceptions.
Key action
Name, number, outcome, next step — logged immediately.
FOLLOW-UP
The rest of the week
Day of visit: WhatsApp message with one-pager + app link. Day 2: Quick check-in. Day 5: Value-add message (property spotlight or ROI breakdown). Day 10: Direct ask. Day 20: Final attempt, then move to nurture list.
Key action
5-touch follow-up sequence over 20 days. Automated templates, personal delivery.
Weekly Rhythm
4 field salespeople, 1 day each in office + field with you. Friday = all hands.
| Day | You + Field Person | Sales Lead | Others |
|---|---|---|---|
| Monday | You + Person A go to field visits (20 targets) | In office managing pipeline, prepping Tuesday's list | B, C, D doing remote follow-ups |
| Tuesday | You + Person B go to field visits (20 targets) | In office managing pipeline, prepping Wednesday's list | A, C, D doing remote follow-ups |
| Wednesday | You + Person C go to field visits (20 targets) | In office managing pipeline, prepping Thursday's list | A, B, D doing remote follow-ups |
| Thursday | You + Person D go to field visits (20 targets) | In office managing pipeline, prepping next week | A, B, C doing remote follow-ups |
| Friday | ALL HANDS — Team day in office | Runs the weekly pipeline review | Everyone present: review, training, planning |
Physical visits/week
80
20/day × 4 days
Conversations/week
400+
Visits + follow-ups
At 5% close rate
20 investors
New investors per week
Monthly velocity
80+ investors
Compounding pipeline
Org Structure
The system is the asset, not the person. Anyone can be slotted in.
You (CEO / Head of Sales)
Goes out with each salesperson on their day. Sets direction. Closes HNI deals personally.
Sales Lead (Full-time, in office)
Manages pipeline daily. Preps target lists. Onboards new hires. Handles follow-ups. Runs Friday review.
Person A
Monday field. Segments: HVIs, Businesses.
Person B
Tuesday field. Segments: Groups, Parents.
Person C
Wednesday field. Segments: Businesses, Partners.
Person D
Thursday field. Segments: Diaspora, Celebrities.
Marketing Lead
Digital campaigns, content, ads. Covers all segments passively.
Content & Community
Social media, community engagement, event coordination.
Plug-In Onboarding
New salesperson → productive in 5 days. The system does the thinking, the person does the talking.
Day 1
Shadow
Shadow you on field visits. Watch, listen, don't talk. Learn the pitch by observation.
Day 2
Split
You do the first 10 pitches, they do the last 10. You observe and coach in real-time.
Day 3
Lead
They pitch all 20. You're there but only step in if they're stuck.
Day 4
Solo
They go solo (or with another salesperson). You review their logs at end of day.
Day 5
Review
Team day. They present their week. Get feedback. They're fully in the system.
Why This Scales
The system is the asset, not the person. If Person B quits, you slot in Person E and they're productive by Friday. If you want to go from 4 to 8 salespeople, you double the rotation (2 people per day instead of 1). If you want to go to 16, you create 2 teams with 2 Sales Leads. The segments don't change. The process doesn't change. Only the number of people running it changes.