This episode, we explore more on the tech side of the property market, which is widely known as PropTech across the industry. Just like any other sector, the real estate industry is also digitizing every day, however, the adoption has been rather slow in the Asian market. Today our guest Justin Lau will talk about why he created Property Raptor to help speed things along.
▶ Real estate focused CRM
▶ Challenge of real estate digitization
▶ Property Raptor vision
▶ Connect with Justin:
▶ Source & Supporting:
CRM system: CRM or customer relation management system is a tool, usually used by businesses to acquire and handle customers.
PropTech: PropTech is an acronym for the words Property Technology, which has been created due to the vast usage of technology in the property or real estate industry.
SMS: SMS is the abbreviation for short message service, better known as text messages.
Property Raptor: https://www.propertyraptor.com/
Marketing automation: Marketing automation is basically the usage of softwares to simplify the work for marketers by saving their time and effort, especially when it comes to repetitive tasks.
Inventory management: It is the whole process of handling and sorting the goods in an inventory of a company or a business.
Lead generation: It is a way of approaching potential customers or audience in order to increase their chances of making the purchase.
SaaS (Software as a service): SaaS is a way in which data the are stored in cloud can be accessed from any device via internet.
Blockchain technology: A blockchain is basically a chain of blocks containing information online. The structure of a blockchain technology is designed as such, so that the data stored within cannot be tampered with.
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Alright, let’s get back to the transcript of the show. Enjoy!
▶ Transcript [English & Chinese]
Darren Wong: So Justin, welcome to the show.
Justin Lau: Thanks Darren for having us.
Darren Wong: Yeah, so it’s really exciting, because I heard a lot about you guys. And what you guys are doing is amazing, empowering the proptech scene in Hong Kong. The product sounds really, really cool. So obviously, it’s really good to have this opportunity with you. So before started, would you mind telling the audience a little bit about yourself, and then Property Raptor?
Justin Lau: [00:00:24] Sure, I started with Property Raptor in about two and a half years ago, in my previous history, I was actually within the finance and banking space. So I was a banker for more than a decade, within the capital markets, talking to clients about selling shares, and advise them on what to buy and sell, and then subsequently moved into the private equity space, and did a lot of work in the technology area, or private equity. You know, it was actually two and a half years ago, where the idea of Property Raptor came about. We’re doing a lot of investing in that area. And we’ve heard from a lot of different agencies and different market participants that the real estate software space is really underserved, particularly in Asia. And so, in particular, one of my good friends runs an agency in Greater China. And he said, the ultimate reason why he couldn’t expand further was that the software didn’t serve their needs in order to manage a bigger business. So that’s how the idea Property Raptor came about.
Darren Wong: I see. That’s really fascinating, because a lot of people are thinking about, how do you have a better process for a real estate agent to approach? So obviously, would you elaborate more about the origin of Property Raptor, and also a CRM system and why it’s so important to have real estate focused on a CRM system?
Justin Lau: [00:01:43] Everybody knows the Hong Kong is a is a major global city. And the main sector is that drives, are finances and property and retail and so on. But what really lags behind in the city, and in particular, the property space, not just in Hong Kong, but everywhere in the property space is digital transformation. But the digitalization of the sector has been very, very slow. In fact, it’s probably the second least digital sector in the world after agriculture, which is unbelievable, given how big the sector is globally and everywhere. So, as we discovered that more and more agencies were telling us, we don’t have the software that serves our needs, and we have multiple systems and did not connect properly, we decided that building a system of software that can cater at the enterprise level for agencies and agents and developers is a really great idea for Asia in particular. We’ve seen probably a massive increase in proptech investment globally. So in 2012, investment in proptech was only $200 million, hardly anything, right? This is 2012, when the world was digitising at a rapid rate, and they spent $20 million on PropTech until last year was about $8 billion. So that shows you the growth of what’s in the market today. The problem being that 95% of all of that investment is not in Asia, it’s in the US and in the North America. So the opportunities to digitise Asia was huge for us. So we knew that with all of the developments on PropTech, from the developed countries and Western economies, they hadn’t really thought about the intricacies and uniqueness of Asia when the develop into product, which is why when we talk to our agencies and clients, they tell us that, there are software out there in the market, it just doesn’t really fit our needs, it just doesn’t really work. So we decided what we need to do is: two and a half years ago, go on to the market, build a product best in class, we find the best things out there, build a best in class and and uniquely position that for Asia, because we know that this is a really, really highly complex market, the kind of assets that we build are different. We build lots of towers, communities of towers in big major, major areas, and there’s a huge amount of transactions and a lot of data everywhere. So we knew that we had to cater for that. And once we’ve done that, I think you know, to translate that and across all around the world, globally, we will be the easiest task.
Darren Wong: I see. Can explain the current state of how real estate professionals engage with clients, and how does Property Raptor startup can improve the whole process of it a bit?
Justin Lau: Sorry, can you repeat that again, sorry Darren. I just missed out.
Darren Wong: Yeah. Can you explain the current state of how real estate professionals engage with their clients and how your startup can improve the whole process?
[00:04:33] Justin Lau: [00:04:33] Yeah. So actually the way that they engage with clients is actually very, very traditional. Yes, they pick up the phone, they send some emails, they send some SMS, and it’s all within their own Gmail accounts, and phones and so on. And even in some instances, developers and agencies are working on Excel spreadsheets, or sharing documents. In an advanced version, they would be sharing documents in Google Docs. And in some cases, developers are faxing inventory to the agency using fax. I didn’t know faxes still exist in today’s world, but that’s exactly what’s happening. Agents are typically handling multiple projects at the same time. So if you’re thinking about new developers or new developments agents are handling multiple developments at the same time, with thousands of units, particularly in Asia, for them to understand the client lists who needs what, and who wants what and, with thousands of units available at any one time for them, it’s almost impossible for them to handle those kinds of lists. The statistics is that an agent will probably spend three or four hours a day just trying to match up clients with inventory, which is incredible, right? These are things that they do every single day. And what they really need is a system to help them automate a way their processes, the process of automation of any repetitive tasks is key to what they need. So they can spend more time with the clients and selling real estate, and nothing really help them to do that. So what we did at Property Raptor was to develop this system, and it was developed by IMS, it’s one of the largest digital agencies in Asia with the most software developers as an independent firm, is to build a system that really helps the agencies match up the right clients with the right assets, but also the other way around, match up the right assets with the right clients. So you would think they are one in the same but they’re not, so as new information comes in, an agent wouldn’t then go and try to find clients that fit them, what we’ve tried to do is to use kind of advanced AI and data query, and use machine learning within our property Raptor system to help match clients with assets and then with assets with the clients. This is not purely the screening functions that you see in all the other portals. Darren can be always finding a three bedrooms, two bathroom with a balcony, in a specific area of town. But what we do is we use fuzzy logic, AI, in order to find the most appropriate assets for those clients. What you’ll find actually is that around 50% of clients, what they end up buying, doesn’t fit the spec of what they told the agent in the first place. So if what they buy isn’t what they told the agents in the first place, how the agent supposed to find the right kind of asset for them? So with our system, agencies will be able to use the digital assets, like the websites and portals and apps, in order to track the behaviour of those clients. And then using that, [00:07:30] to match up the correct assets and apartments for the buyer.
Darren Wong: It’s very interesting, because we talked about the whole journey, I can even envision myself and before I talk to different people about property tech, is pick a hard time to understand, and a lot of agents that I know, and brokers have the same problem. So it’s a lot of things to do, a lot of mini manage, a lot of things going on is really hard to understand CRM systems sometimes, because at the moment, a lot of your answers are very complicated for them, it’s a lot of things to juggle. So it’s interesting when you think about that. So what’s the challenge when introducing to real estate companies and professional when it comes to talking about Property Raptor and their product you guys are selling?
[00:08:14] Justin Lau: I think the challenges are different in different locations. So in Asia, for example, I think this is where this is where we are based to, and this is our backyard. And we decided to do this because we saw a massive gap in Asia. And so in Asia, the issue is that they’re not really even using software. What do we do in Asia, and Hong Kong and Singapore, or Vietnam and Indonesia is, agencies tend to throw headcount at a problem, right? They have more developments to sell. They just hire more people because they are cheap. Hire more people, and stand outside IFC, or some big building or landmark and hand out flyers, and hope they can catch on clients in that way. So one of our key challenges is essentially to educate the client and to demonstrate how our product can address most of the problems and the pain points. So at the moment, we’re within a round of fundraising, so that we can expand ourselves on broader teams, so to further support our clients demand and, and truly show the capabilities of our platform and really empower them to generate more sales quickly. So our model is really to help them close deals faster. And as you’ve seen, I think, in this Coronavirus environment, in this pandemic, all industries are digitising very, very quickly, because they’re seeing their revenues crunched up, businesses are being squeezed, and they try to find a way in order to either maintain market share, or just to not lose so much money. And what we try to do in Property Raptor is to increase efficiency and effectiveness of the sales team that are running real estate agencies. And so that’s one of the challenges is really just to educate and demonstrate our product in Asia. I think most agencies now if they are of a reasonable size, understand that they need more technology, I think it’s an inescapable fact. Now, in other regions, I think our path to generating adoption may be a little easier, because I don’t need to educate. In Europe and in the US, they are already paying for CRM systems, and software systems, they’re paying for a CRM system, and lead generation system, marketing automation, inventory management, they’re paying for all of these things already. So in those instances, our challenge really is to demonstrate the product, to demonstrate how much more productive they can be, how having a fully integrated all in one system really meets their needs, as opposed to them trying to hack together a solution and trying to kind of overlay linking up multiple systems, where they have the same data sets in multiple different systems, and it just really doesn’t work for them. Because how do they keep data sanitised? They can’t even do that. So it’s different challenges we have in different places. But I think what’s really clearly shown is that the opportunity is big no matter where the clients are.
Darren Wong: I see, that was really good. Because even I feel the same way is that I think Asia for example, a lot of opportunity, because a lot of people do want to innovate in the process. And I think what you’re offering right now, it sounds really, really cool. And I think it’s gonna be a very good way. So I’m curious too, as a founder, obviously, you envision about what Property Raptor will become, what do you think, three years or even more than that, how would Property Raptor serve and benefit the clients, and how do you envision to develop into?
Justin Lau: Yeah, so at the moment, we are Property Raptor is essentially a SAaS, software as a service. And we are seeing that a lot of agencies are signing up dozens of agents at a time, and we’re getting good traction in just solving an immediate problem for each of those agents, so they get adoption. And over time, as we grow the sales team, I’m sure that we’ll grow quickly into different countries in different regions. You know, we’ll be able to localise languages and compliance rules and so on, we’re already doing that. One of the most interesting parts of Raptor is the ability for all Raptor instances and all Raptor users to be linked to each other. So that’s through our blockchain technology. And so in our case, if you have an agency in the UK with infantry that they want to sell, but they have nobody to sell it to, it would be very easy for them to connect with agencies in Hong Kong or China, where there are clients, and the AI can figure out, you know what, you have these assets in the UK from a different agency, or I’m gonna have these clients in this region of the world, and they match together, right? Or you can have developers who would have developed a module off Property Raptor, and they could release the inventory through the blockchain to agencies from around the world, instead of what they do now, instead of flying around to Hong Kong and China and Australia and New York, and setting up showrooms and events in hotels, and paying hundreds of thousands of dollars just to throw an event. And so in this way, the blockchain technology allows different instances of Raptor to connect to each other, which we hope eventually anyway will become the largest blockchain property listing portal anywhere in the world. And I think that’s the real value of what we have is not just as a CRM SAAS platform, this is not just a CRM, I mean, we are CRM on steroids here, which is a CRM plus lead generation, lead nurturing, marketing automation, inventory management system, all in one. So that in itself is compelling for clients. But the ability to link up all of those instances together and allow the clients that wish to be connected with other Raptor agencies and developers to connect with each other is generating huge value. And I think, you know, we will create a massive community network of agencies and developers, but really all because they wanted to solve an immediate CRM lead generation, marketing automation problem.
Darren Wong: I see. I sound really excited, because I think a lot companies want to have the innovations that I think, obviously, you’re one of the players in Hong Kong or in Asia that wants to actively do that. So for people who are interested to know more about Property Raptors and about your work, how to get people to find out more about it and talk to you?
Justin Lau: Well, obviously, we have a website that everybody can go into, propertyraptor.com. There’s a lot of information on that. You can book yourself a tour of the system and it will happily run through demos. We do literally dozens of demos a week, and to all kinds of different clients around the world. We’re catering for all kinds of agencies. And when we first came into this, we probably didn’t realise the different agency verticals that exist in the market, there’s master agents, international associations, domestic sales actions, domestic developers, agencies that sell domestic developments to projects to a domestic buys overseas, to local buys, it is all kinds of different agencies, and large and small. And so we are attracting a lot of different agencies in just through our website to book tours and sign up to Raptor.
Darren Wong: Thanks a lot for your time. I think a lot of people will benefit from that. And hopefully come on board another show next time.
Justin Lau: No problem at all. Thank you, Darren.
Darren Wong: Thank you. Have a good day. Thanks.
Darren Wong: 是的，所以這真的很令人興奮，因為我聽說了很多關於你們的事情。你們正在做的事情很了不起，推動了香港的房地產科技領域。這個產品聽起來真的很酷。所以顯然有這個機會能邀請你來到這個節目真的很好。所以在開始前，你介意向觀眾介紹一下你自己，以及是Property Raptor嗎？
Justin Lau: 當然，我在大約兩年半前創立了Property Raptor，我在過去的工作，實際上是在金融和銀行領域。所以我做了十多年的銀行家，在資本市場工作，和客戶談論銷售股票，並為他們提供買賣建議，隨後進入私人股權領域，在科技領域和私人股權方面做了大量工作。你知道，實際上是兩年半前，我萌生關於Property Raptor的念頭。我們在那個領域做了大量的投資。我們從很多不同的機構和不同的市場投資者都會告訴我們他們認為房地產軟件領域的服務確實不足，特別是在亞洲。尤其是，我的一個好友在大灣區經營一家代理商。他說，他不能進一步擴張業務的最大原因是，軟件並不能滿足他們管理更大業務的需求。這就是啟發有關Property Raptor的想法的原因。
Darren Wong: 我明白了。這真的很有趣，因為很多人都在想，你怎麼才能讓房地產經紀人有一個更好的接洽流程？所以，你能詳細說明一下Property Raptor的起源嗎，以及客戶關係管理系統以及關注客戶關係管理系統為何對房地產企業如此重要？
Justin Lau：大家都知道香港是一個全球化的大城市。最重要的產業是金融、財產和零售業等。但在這個都市裡真正落後的，尤其是在房地產業，不僅在香港，而且在全球任何地方的房地產業的阻礙都是轉換到數位化的過程。但這行業的數位化的過程實在非常非常緩慢。事實上，它可能是世界上僅次於農業為數位化進程中倒數第二的，這令人難以置信，鑒於這行業在全球和世界各地的規模有多大。所以，當我們發現越來越多的機構告訴我們，他們沒有滿足他們所需的軟件，他們有多個無法正確連接的系統，我們决定建立一個能够在企業級為機構、代理和開發人員提供服務的軟件系統特別對於亞洲來說，這是一個非常好的主意。我們已經看到在房地產科技投資的全球性大幅增長。在2012年，房地產科技的投資只有2億美元，幾乎什麼都沒有，對吧？這是2012年的數字，當世界正在飛速數位化，而他們在房地產科技上花費了2000萬美元，到去年為止大約是80億美元。所以這向你展示了當今市場的增長。問題在於那95%的投資並不在亞洲，而是在美國和北美。因此，我們在亞洲有很多發展數位化的機會。所以我們知道，隨著已開發國家和西方經濟體在房地產科技方面的所有發展，他們並沒有真正考慮到亞洲的複雜性和獨特性，特別當他們建立這些產品時，這就是為什麼當我們與我們的代理商和客戶交談時，他們告訴我們，市場上有軟件，但實際上它們不太符合我們的需要，亦起不了什麼作用。兩年前，我們决定我們要做的是， 在市場上尋找最好的產品，最好的東西，為亞洲獨特的位置建立一個一流的產品，因為我們知道這是一個非常非常複雜的市場，我們所建的房地產的種類是不同的。我們建造許多高樓，在主要的城市建造了許多高樓，到處都有大量的交易和大量的數據。所以我們知道我們必須將這些納入考慮。一旦我們做到了這一點，我想你知道的，把它應用到世界各地，全球範圍內，將是我們最容易的任務。
Darren Wong: 我明白了。可以解釋一下房地產專業人士與客戶接觸的現狀，以及Property Raptor能夠如何改善整個過程嗎？
Darren Wong: 是的。你能解釋一下現在房地產專業人士如何與客戶接觸的狀況，以及您的初創公司將如何改善整個過程嗎？
Justin Lau：是的。所以實際上他們和客戶打交道的管道是非常非常傳統的。是的，他們使用電話，發些電郵，發短信，這些都是他們自己的Gmail帳戶和電話等等。甚至在某些情况下，開發人員和代理機構正在開發Excel試算表，或者共享文件。在更進一步的情況，他們將在Google Docs中共享檔案。在某些情况下，開發商使用傳真將庫存清單傳真給代理商。我不知道今天世上還存在文件傳真，但這正是還在發生的事情。代理商通常同時處理多個項目。所以如果你在考慮新的發展商或新的開發專案，代理同時處理多個開發專案，接近上千個單位，特別是在亞洲，他們要瞭解客戶清單上，誰需要什麼，誰想要什麼，而且由於在任何時候都有數千個可供使用的單位，他們幾乎沒有辦法處理這些清單。根據統計，一個代理商每天可能要花三到四個小時來匹配客戶和庫存，這太難以想像了，對吧？這些都是他們每天所做的事。而他們真正需要的是一個系統來幫助他們自動化他們的流程，自動化任何重複性任務都是十分關鍵的，針對於他們需要什麼來說。這讓他們可以花更多的時間和客戶在一起，銷售房地產，而沒有什麼能真正幫助他們做到這一點。所以我們在Property Raptor所做的就是開發這個系統，它是由IMS開發的，它是亞洲最大的數位機构之一，作為一個獨立的公司它擁有最多的軟體發展人員，為了建立一個能夠真正幫助代理商將正確的客戶與正確的資產匹配起來的系統，但反過來，也可以將正確的資產與正確的客戶匹配起來。所以你會認為他們是一體的，但他們並不是，所以當收到新的房地產資訊時，代理不會去尋找適合它們的客戶，我們所做的是使用先進的人工智慧和資料查詢，並在我們的Property Raptor系統中使用機器學習來幫助客戶匹配資產，然後與客戶匹配資產。這個不是您在所有其他網站上看到的基本篩選功能。Darren可以一直在找一個三臥室，兩個的浴室，帶陽臺，以及在鎮上特定的位置的單位。但是我們要做的是使用人工智慧，運用模糊邏輯，為這些客戶找到最合適的房地產。你會發現事實上，大約有50%的客戶，他們最終購買的東西，並不符合他們最初告訴代理商的規格。所以如果他們買的不是他們告訴代理商的條件，代理商應該如何為他們找到合適的資產？所以有了我們的系統，機構就可以數位化資產，如網站、入口網站和應用程序，以追蹤這些客戶的習慣。然後用這些資訊[00:07:30]為買家匹配正確的資產和公寓。
Darren Wong:這非常有趣，因為我們談過了這整個過程，我甚至可以想像自己，在我和不同的人談論房地產科技之前，我花了很多時間去難理解這個難題，而且我認識的很多經紀人和經紀人都有同樣的問題。所以有很多事情要處理，很多細微的管理，太多方面令CRM系統有時候很難理解，因為現在，你的答案對他們來說大多很複雜，給了他們很多要處理和理解的事情要。所以當你想到這一點時很有趣。那麼，當介紹給房地產公司和專業人士時，你遇到什麼挑戰呢，當你想談談你們正在銷售的Property Raptor和你們的產品的時候？
Justin Lau: 我認為在不同的地方面臨的挑戰是不同的。例如在亞洲，我想想這就是我們的基地，這是我們的後院。我們决定這麼做是因為我們看到了在亞洲的巨大差距。所以在亞洲，他們甚至沒有用任何軟件。我們在亞洲做什麼，香港和新加坡，或越南和印尼，代理商往往會把問題歸咎於員工人數不足，對吧？他們還有更多的樓盤要出售。他們只會雇傭更多的人是因為他們很便宜。雇傭更多的人，站在國際金融公司（IFC）或一些大型建築或地標外發放傳單，希望他們能用這種管道抓住客戶。因此，我們的一個關鍵挑戰疾病上是教育客戶並展示我們的產品如何解决大多數問題和痛點。因此現時我們正在籌款，這樣我們就可以在更廣泛的團隊中擴展自己，從而進一步支持客戶的需求，並真正展示我們平臺的功能，真正使他們能够快速產生更多銷售。所以我們的模式是幫助他們更快地達成交易。正如你所看到的，我想在這種冠狀病毒的環境下，在這場全球大流行的疫情中，所有行業都在非常非常迅速地數位化，因為他們看到了他們的收入縮水，企業受到擠壓，他們試圖找到一種方法，要麼保持市場份額，或是減少金錢損失。我們在Property Raptor中所做的是提高效率以及經營房地產代理的銷售團隊的有效性。所以這就是我們面臨的挑戰之一就是在亞洲教育和展示我們的產品。我認為現在大多數有合理規模的機構，明白他們需要更多的科技，我認為這只是一個不可避免的事實。現在，在其他地區，我認為我們的推廣途徑可能會更容易一些，因為我不需要教育。在歐洲和美國，他們已經在為CRM系統和軟件系統付費，他們正在為CRM系統和潛在客戶開發系統行銷自動化、庫存管理等系統付費，他們已經為所有這些東西買單了。因此，在這些情况下，我們真正的挑戰是展示產品，展示它們的更高的生產效率，一個集的多功能於一體系統能夠如何真正滿足他們的需求，而不是他們嘗試將多個系統連接起來，勉強拼凑出一個解決方案，當他們在多個不同的系統中擁有相同的數據，所以這對他們來說真的不起作用。因為他們如何能夠確保數據能被永久移除？他們甚至不能這麼做。所以我們在不同的地方面臨著不同的挑戰。但我認為實際上是很清楚的，無論客戶在哪裡，我們的機會都很大。
Darren Wong: 很好。因為甚至我也有同樣的感覺，比如說亞洲，機會很多，因為很多人確實想在這個過程中創新。我覺得你現在提供的產品，聽起來真的、真的很酷。我覺得是會是個很好的方法。所以我也很好奇，作為一個創始人，很明顯，你預期Property Raptor未來的發展會怎樣，你怎麼看三年或更長的時間後，Property Raptor將如何為客戶服務並使其受益，您有什麼關於未來的發展的設想？
Justin Lau：[00:11:39]是的，所以現在，我們Property Raptor本質上是一個SAAS（軟件即服務）。我們看到很多機構一次於幾十個代理簽約，而我們有辦法可以很好地解决每個代理即時的問題，而他們會習慣使用我們的系統。隨著時間的推移，隨著我們銷售團隊的不斷壯大，我相信我們會迅速發展到不同國家和地區。你知道，我們可以切換成當地語言和配合當地法規和規則等等，而我們已經在做了。Property Raptor最有趣的部分之一是給予所有分布於不同地方的和所有Property Raptor用戶和彼此連結的機會。這是通過我們的區塊鏈科技。所以在我們的案例中，如果你在英國有代理商有房地產想出售，但是他們沒有合適的買家，所以他們很容易就能夠與香港或中國的代理商聯系，如果這些地方有客戶，AI可以發現，你知道嗎，你在英國有來自另一個代理商的資產，或者我會有這些客戶在世界的不同角落，而我能夠讓他們在配對一起，對嗎？或者你可以讓開發人員開發一個脫離Property Raptor以外的模塊，他們可以通過區塊鏈向來自世界各地的代理商發佈庫存，而不是他們現在運作模式，飛到香港、中國、澳大利亞和紐約，設立展廳及在飯店舉辦活動，為舉辦一個活動支付數十萬美元。因此，區塊鏈科技允許不同Raptor用家相互連接，我們希望最終它將成為世界上最大的區塊鏈房地產上市系統。我認為這才是我們的產品所擁有的真正價值，不僅僅是作為一個CRM SAAS平臺，這不僅僅是一個CRM，我的意思是，我們是一個比CRM更出色、有潛力的產品，這是一個CRM再加上潛在客戶開發、潛在客戶培育、行銷自動化、庫存管理系統，所有這些都在一個功能中。所以這本身對客戶來說是很有吸引力的。但是能夠將所有這些功能連接在一起的能力，並允許希望與其他Property Raptor機構和開發人員連接的客戶彼此連接會創造巨大的價值。我想，你知道，我們會為代理商和發展商建立一個龐大的社區網絡，但實際上都是因為他們想解决CRM的潛在客戶開發、行銷自動化問題。
Darren Wong: 我明白了。我聽起來真的很令人興奮，因為我覺得很多公司都希望有創新的科技，我認為，很明顯，你是在香港或亞洲的開發者之一而你希望大家積極地這樣做。因此，對於那些有興趣瞭解更多關於Property Raptors和你的工作的人，他們能夠任何瞭解更多關於它的資訊並與你交流？
Justin Lau: 顯然我們有一個人人都可以進入的網站，propertyraptor.com，網站上面有很多這方面的資訊。您可以為自己預約一個系統教程，它將愉快地進行演示。我們每週做幾十個演示，面向世界各地不同的客戶。我們為各種機構提供服務。而當我們第一次進入這一領域時，我們可能沒有意識到存在著不同的代理市場在市場上，有主代理、國際代理、國內銷售機構、將國內開發專案銷售給在海外本土買家的機購，以及本地買家，有各種各樣的機構，有大有小的規模。所以我們吸引了很多不同的機構只需通過我們的網站預訂並註冊成為Raptor。
Darren Wong: 非常感謝您抽出時間。我想很多人會從中受益。而且希望你能參加下一次的節目。
Justin Lau：沒問題。謝謝你，Darren。Darren Wong: 謝謝。祝您今天過得愉快。謝謝。