117-WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D by We Get Around Network

WE GET AROUND NETWORK WGAN-TV Live at 5

7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D Thursday, September 9, 2021

WGAN-TV Guest Using floor plans to build relationships is probably the most useful thing that I learned when I was a MSP. It creates a lot of value for your customer … It’s probably the most beneficial thing I could suggest. For $16, you’ll be able to receive everything that we’ll show you here today.

Steven Kounnas Founder and COO

Steven Kounnas Founder and COO, CAPTUR3D

CAPTUR3D.io | WGAN.INFO/CAPTUR3D ($90 CAPTUR3D Credit)

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:00:03] Dan Smigrod: Hi all. I’m Dan Smigrod, [00:00:04] Dan Smigrod: Founder of the We Get Around Network Forum. [00:00:06] Dan Smigrod: Today is Thursday, September 9th, [00:00:09] Dan Smigrod: 2021, and you’re watching WGAN-TV Live at 5. [00:00:15] Dan Smigrod: We have an awesome show for you today:

Using floor plans to build relationships is probably the most useful thing that I learned when I was a MSP. It creates a lot of value for your customer … It’s probably the most beneficial thing I could suggest. For $16, you’ll be able to receive everything that we’ll show you here today.

Steven Kounnas Founder and COO, CAPTUR3D

[00:00:17] Dan Smigrod: 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D. [00:00:22] Dan Smigrod: Here to visit with us about it to Steven Kounnas. [00:00:25] Dan Smigrod: Steven is Founder and Chief Operating Officer for CAPTUR3D. [00:00:28] Dan Smigrod: Steven, good to see you again. [00:00:31] Steven Kounnas: Page 2 of 78

As always Dan, thanks for having me on.

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:00:32] Dan Smigrod: Steven’s been on the show a number of times talking at length about CAPTUR3D. [00:00:38] Dan Smigrod: Before we jump into today’s topic, [00:00:40] Dan Smigrod: 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D, Steven, [00:00:44] Dan Smigrod: how about giving us an overview of CAPTUR3D [00:00:48] Dan Smigrod: for those that may not be familiar with CAPTUR3D? [00:00:52] Steven Kounnas:

Yeah, absolutely not a problem.

[00:00:53] Steven Kounnas:

Again, thanks for having us. Really excited to be here.

[00:00:56] Steven Kounnas:

For those of you who are new to me and new to CAPTUR3D,

[00:00:59] Steven Kounnas:

we’ve been around for about six years now working within the Matterport industry.

[00:01:04] Steven Kounnas:

We focus on creating different layers and

[00:01:06] Steven Kounnas:

service offerings for anyone that’s creating content,

[00:01:09] Steven Kounnas:

depending on different industries that you operate within.

[00:01:12] Steven Kounnas:

Things like virtual tour overlays or virtual tour skins putting your branding and logos,

[00:01:17] Steven Kounnas:

client information within that space.

[00:01:19] Steven Kounnas:

One-page property websites,

[00:01:21] Steven Kounnas:

and so bringing in all of your content into

[00:01:23] Steven Kounnas:

a designed property page that you can then provide to your clients or your listings,

[00:01:28] Steven Kounnas:

and these can be templated. Page 3 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:01:29] Steven Kounnas:

So you can move things around and create them how you like.

[00:01:33] Steven Kounnas:

We have our white-label solution.

[00:01:35] Steven Kounnas:

This is currently free, so you can reroute the domains,

[00:01:37] Steven Kounnas:

the URLs under your company name,

[00:01:40] Steven Kounnas:

really useful tool for online branding and digital branding presentations.

[00:01:46] Steven Kounnas:

Some of our newer features like virtual staging,

[00:01:48] Steven Kounnas: es that may not

so being able to put furniture within hous-

[00:01:52] Steven Kounnas: have any or top-up some furniture into houses that might not have a lot of. [00:01:55] Steven Kounnas: evolve. [00:01:59] Steven Kounnas: icons and being

It’s a fantastic feature that continues to

Steven Kounnas Founder and COO, CAPTUR3D

Custom MatterTags, and so changing

[00:02:01] Steven Kounnas:

able to do a whole bunch of different things within the MatterTag space,

[00:02:04] Steven Kounnas:

including web embed,

[00:02:06] Steven Kounnas:

media embed, and a few other things as well.

[00:02:08] Steven Kounnas:

Media embed, so placing all sorts of media

[00:02:11] Steven Kounnas:

within the space including audio and location-based audio,

[00:02:16] Steven Kounnas:

and then we come through to the custom floor plans

[00:02:18] Page 4 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

and site plans which we’ll be diving into today,

[00:02:20] Steven Kounnas:

so I won’t touch on too much,

[00:02:22] Steven Kounnas:

but then things like photo retouching.

[00:02:24] Steven Kounnas:

Getting the photos extracted from Matterport,

[00:02:27] Steven Kounnas:

touching them up and so that the grass is greener,

[00:02:29] Steven Kounnas:

the sky is bluer and everything looks a lot brighter within

[00:02:33] Steven Kounnas:

your images so you can deliver a high res package for your listings.

[00:02:37] Steven Kounnas:

Post-production services, so this is creating

[00:02:39] Steven Kounnas:

Highlight Reels in the Matterport tour for you.

[00:02:42] Steven Kounnas:

When you’re doing high volumes of tours,

[00:02:43] Steven Kounnas:

can be quite time consuming to do a lot of the backend yourself,

[00:02:46] Steven Kounnas:

so we provide a service that can do that for

[00:02:48] Steven Kounnas:

you overnight so when you wake up in the morning,

[00:02:50] Steven Kounnas:

everything’s ready for you.

[00:02:52] Steven Kounnas:

Then we’ve got our automated booking system including payments.

[00:02:55] Steven Kounnas:

So you can schedule everything again,

[00:02:57] Steven Kounnas:

completely hands-off and give your clients

[00:02:59] Steven Kounnas:

the ability to book you in when you are available,

[00:03:02] Page 5 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

and then things like automated emails for your delivery and analytics.

[00:03:05] Steven Kounnas:

There’s a whole bunch of things.

[00:03:07] Steven Kounnas:

I won’t go into them otherwise we’ll spend most

[00:03:08] Steven Kounnas: we do, [00:03:12] Steven Kounnas:

of the show talking about all the items that

but we’ll focus on what we’re doing today.

[00:03:14] Dan Smigrod: Awesome. I think of CAPTUR3D as a Swiss Army Knife meets Matterport. [00:03:18] Dan Smigrod: There’s so many different things that CAPTUR3D does.

Steven Kounnas Founder and COO, CAPTUR3D

[00:03:23] Dan Smigrod: It’s really quite amazing! [00:03:25] Dan Smigrod: Steven, while you’re getting set up to take us through [00:03:28] Dan Smigrod: some different examples of CAPTUR3D floor plans, [00:03:35] Dan Smigrod: why don’t you start to share screen? [00:03:36] Dan Smigrod: I’m going to share with our audience to make it super-easy to get started with CAPTUR3D, [00:03:44] Dan Smigrod: to receive a $90 CAPTUR3D credit which is good for [00:03:50] Dan Smigrod: five CAPTUR3D floor plans along with getting some change left, change back. [00:03:56] Dan Smigrod: Use the WGAN affiliate link for CAPTUR3D. [00:04:00] Dan Smigrod: It’s www.WGAN.INFO/CAPTUR3D [00:04:09] Dan Smigrod: And you’ve got 30 days to use [00:04:11] Page 6 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: the $90 credit from the time that you sign up the first time. [00:04:17] Dan Smigrod: You can use them for five free floor plans. [00:04:21] Dan Smigrod: Frankly, you can use the credit for any service that CAPTUR3D offers. [00:04:29] Dan Smigrod: Steven, even before we talk strategy, [00:04:33] Dan Smigrod: it’s helpful to really understand what a CAPTUR3D floor plan looks like. [00:04:41] Dan Smigrod: Can you take us through it? [00:04:42] Dan Smigrod: Maybe point out strategies for selling floor plans as an Add On as [00:04:48] Dan Smigrod: you’re showing us each different version style of CAPTUR3D floor plans? [00:04:54] Steven Kounnas:

Yeah, not a problem at all. Before diving into it,

[00:04:57] Steven Kounnas:

a good thing to note and to remember as we go through this,

[00:05:00] Steven Kounnas:

with CAPTUR3D we charge one price.

[00:05:03] Steven Kounnas:

No matter how big the property is, how many levels,

[00:05:06] Steven Kounnas:

or what type of floor plan you’re trying to receive,

[00:05:09] Steven Kounnas:

it’s one simple price of $16.

[00:05:11] Steven Kounnas:

As I go through these different examples and we do talk about the strategies at the end,

[00:05:14] Steven Kounnas:

it’s really important to note because that is going

[00:05:16] Steven Kounnas:

to be your baseline for creating value for yourself and for

[00:05:19] Steven Kounnas:

your business as you can sell each one of these

[00:05:21] Page 7 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

differently and for different markups and different profit margins.

[00:05:25] Steven Kounnas:

So it’s really important to know.

[00:05:27] Steven Kounnas:

For $16, you’ll be able to receive everything that we’ll show you here today.

[00:05:30] Steven Kounnas: board really [00:05:33] Steven Kounnas: within a floor plan.

The first one that we’ve got up here on the

simply is placing your client’s branding

[00:05:36] Dan Smigrod: Excuse me, Steven. I just see your desktop. [00:05:39] Dan Smigrod: Should I be looking at? [00:05:40] Steven Kounnas: through?

Steven Kounnas Founder and COO, CAPTUR3D

Let me try again? It’s that coming

[00:05:46] Dan Smigrod: Yes. Thank you. [00:05:47] Steven Kounnas:

My apologies. As beautiful as my background is, this is a little bit more important.

[00:05:52] Steven Kounnas:

As I was saying, with client branding,

[00:05:54] Steven Kounnas:

we’ll dive in here just get things going.

[00:05:57] Steven Kounnas:

You can see here on the right-hand side the example that we’ve got.

[00:06:00] Steven Kounnas:

It’s a few little things that help provide

[00:06:04] Steven Kounnas:

your customer with the satisfaction that they’re seeing their brand, their icons,

[00:06:07] Steven Kounnas:

and in some cases their faces. You can put their icons

[00:06:09] Steven Kounnas:

and their images onto the floor plan.

[00:06:12] Steven Kounnas:

Their branding.

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:06:13] Steven Kounnas:

Their logos. Their colors and the way that they speak

[00:06:16] Steven Kounnas:

about their floor plans is really important to make it feel like theirs.

[00:06:21] Steven Kounnas:

Being able to offer this to clients really easily is one of

[00:06:23] Steven Kounnas:

the probably the easiest strategies to get into the door to start offering services.

[00:06:28] Steven Kounnas:

If you provide a standard floor plan,

[00:06:30] Steven Kounnas:

they can usually get that anyway.

[00:06:31] Steven Kounnas:

Being able to provide a customized one makes it a lot more

[00:06:34] Steven Kounnas:

unique to you and to that customer in itself.

[00:06:37] Dan Smigrod: Hold there just for a second because, [00:06:40] Dan Smigrod: forgive me, but I want to stay on this floor plan and ask you some questions. [00:06:44] Dan Smigrod: I see the logo in the bottom left in black and white. [00:06:49] Dan Smigrod: Can that logo be anywhere on here if I want to specify, [00:06:52] Dan Smigrod: I want it on the top left, top right? [00:06:55] Steven Kounnas:

Yeah. Any way you like.

[00:06:56] Dan Smigrod: I noticed that this is in meters. [00:06:59] Dan Smigrod: I’m in the United States. [00:07:00] Dan Smigrod: Can this be feet and inches? [00:07:02] Steven Kounnas:

Yes, it can, quite easily by click of a button. Page 9 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:07:05] Dan Smigrod: I noticed that this floor plan is in English. [00:07:08] Dan Smigrod: Are there options for other languages? [00:07:11] Steven Kounnas:

Yes. We have five base languages being English,

[00:07:15] Steven Kounnas:

German, French,

[00:07:17] Steven Kounnas:

Dutch, and Spanish.

[00:07:19] Steven Kounnas: But if there’s any other languages that we don’t have as our standard, [00:07:22] Steven Kounnas:

we provide a spreadsheet that has a list of

Steven Kounnas Founder and COO, CAPTUR3D

[00:07:25] Steven Kounnas: room names and then what you would call those room names in your local language, [00:07:29] Steven Kounnas:

and we use that as a template for you moving forward.

[00:07:32] Dan Smigrod: Awesome, and then I noticed on this disclaimer, [00:07:37] Dan Smigrod: if I have words that I want to use that are different, [00:07:41] Dan Smigrod: can I specify what the disclaimer words are? [00:07:47] Steven Kounnas:

Yeah, absolutely. That’s probably one of the more important items to

[00:07:50] Steven Kounnas:

cover from a global point of view because in

[00:07:53] Steven Kounnas:

each country and different regions of different countries,

[00:07:55] Steven Kounnas:

they have different requirements for disclaimers and even the floor plan themselves.

[00:08:00] Steven Kounnas:

All of those things are changeable for that purpose to make sure that we’re

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:08:04] Steven Kounnas:

delivering floor plans to the local requirements that are necessary.

[00:08:09] Dan Smigrod: Okay, Great. That’s client branding as [00:08:12] Dan Smigrod: an example of a strategy for selling floor plans as an Add On. [00:08:21] Steven Kounnas:

The last one here, that I didn’t touch on before I move along,

[00:08:25] Steven Kounnas:

you mentioned changing the logos and things around.

[00:08:28] Steven Kounnas:

One of the easiest things to do as well is just to upload

[00:08:31] Steven Kounnas:

a version of the design that you’re trying to recreate.

[00:08:35] Steven Kounnas:

If a client that you’re about to start working with has

[00:08:37] Steven Kounnas:

an existing floor plan that they want to continue to create,

[00:08:40] Steven Kounnas:

we’re able to receive that as a template,

[00:08:43] Steven Kounnas:

recreate it in our back-end and then deliver that back to you when you need it as well.

[00:08:47] Dan Smigrod: Do I need to do that or does CAPTUR3D have [00:08:52] Dan Smigrod: some default examples of floor plans and I can [00:08:56] Dan Smigrod: select one that I like best for my clients? [00:09:01] Steven Kounnas:

Correct. Yes. So we do have a baseline of

[00:09:03] Steven Kounnas:

templates which we’ll go through towards the end, I guess,

[00:09:06] Steven Kounnas:

or towards the middle when we go through a bit of a live demo,

[00:09:09] Steven Kounnas:

but if there is more specific,

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:09:10] Steven Kounnas:

unique designs, then you can upload a floor plan and we can go from there.

[00:09:17] Steven Kounnas:

The next one, as an example,

[00:09:19] Steven Kounnas:

is a site plan.

[00:09:21] Steven Kounnas: of my screen, [00:09:23] Steven Kounnas: ty.

You can see here on the right-hand side

the site plan is the boundary of the proper-

[00:09:26] Steven Kounnas: Matterport obviously CAPTUR3Ds the interiors perfectly and you [00:09:29] Steven Kounnas: can do some in the exterior around dusk and dawn and things like that,

Steven Kounnas Founder and COO, CAPTUR3D

[00:09:33] Steven Kounnas:

but it’s not necessary to scan outside for us to create a site plan.

[00:09:37] Steven Kounnas:

You can see here how we go about doing it.

[00:09:40] Steven Kounnas:

It’s a mixture of satellite images and 360 exteriors from Matterport,

[00:09:45] Steven Kounnas:

or if you’re a drone photographer,

[00:09:46] Steven Kounnas:

riding a drone shot from above,

[00:09:48] Steven Kounnas:

is useful, or you can even hand draw it and I think we’d go from there.

[00:09:52] Steven Kounnas:

It’s not all of those things,

[00:09:53] Steven Kounnas:

it’s just one of those items and we can create a site plan.

[00:09:57] Steven Kounnas:

It’s super-easy and really,

[00:09:59] Steven Kounnas:

really beneficial to the client.

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:10:01] Steven Kounnas:

They know that they’re going to be receiving a floor plan in most cases,

[00:10:04] Steven Kounnas:

but when you provide back a detailed site plan showing space on the property,

[00:10:08] Steven Kounnas:

it has an immense value proposition for,

[00:10:11] Steven Kounnas:

not only the real estate agent,

[00:10:12] Steven Kounnas:

but the vendor [homeowner] selling the property as well.

[00:10:15] Dan Smigrod: A couple of questions on CAPTUR3D site plans. [00:10:18] Dan Smigrod: Just for clarification, at the top of the show, [00:10:21] Dan Smigrod: you mentioned $16 per floor plan. [00:10:26] Dan Smigrod: You’re now showing a floor plan and the site plan. [00:10:28] Dan Smigrod: Is the site plan included in the $16 as well? [00:10:32] Steven Kounnas:

Yes, it is. Everything we are going through today is just one price.

[00:10:36] Dan Smigrod: Great. Second is if I have not shot [00:10:41] Dan Smigrod: any Matterport 360 Views or any Matterport [00:10:46] Dan Smigrod: Scans outdoors and I don’t provide you any drone photography, [00:10:52] Dan Smigrod: are you still able to do the site plan based on the satellite images alone? [00:10:59] Steven Kounnas:

Yes, we are. The accuracy of the site plan might not have

[00:11:04] Steven Kounnas:

the finer details like shrubs or trees under awnings that we wouldn’t be able to see,

[00:11:08] Steven Kounnas:

but we’ll be able to create pretty

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:11:10] Steven Kounnas:

well the site plan that you see on the right-hand side.

[00:11:13] Steven Kounnas:

Here, you can see where the residence is, the shed,

[00:11:16] Steven Kounnas:

the pathways, and the main areas of that property in itself.

[00:11:20] Steven Kounnas:

The satellite images are very useful,

[00:11:23] Steven Kounnas: but we do need to acknowledge that they’re not always up-to-date, [00:11:26] Steven Kounnas: and so if you’ve recently done a renovation, they might be outdated. [00:11:29] Steven Kounnas: [00:11:31] Steven Kounnas: outdoor 360s

Just be cautious so when you’re going to a property to maybe just do a couple of

Steven Kounnas Founder and COO, CAPTUR3D

[00:11:35] Steven Kounnas:

Then our team uses that as a reference point to make sure that

[00:11:38] Steven Kounnas:

what they’re seeing in the satellite image

[00:11:39] Steven Kounnas:

is actually what’s going on on the ground as well.

[00:11:41] Dan Smigrod: On a site plan, [00:11:43] Dan Smigrod: if I do give you 360 Views outdoors and or drone photography, [00:11:52] Dan Smigrod: then when CAPTUR3D does a site plan, [00:11:56] Dan Smigrod: will the landscaping reflect the kind of shrubbery, [00:12:01] Dan Smigrod: plants, on the property? [00:12:04] Steven Kounnas: [00:12:06] Page 14 of 78

Yeah. Well, to a certain extent.

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

Look, site plans aren’t the most detailed.

[00:12:08] Steven Kounnas:

You’re not going to have a plant-to-plant,

[00:12:09] Steven Kounnas:

but the plants are going to be in the right locations if we can see them.

[00:12:13] Steven Kounnas:

Really important one is when you’ve got,

[00:12:17] Steven Kounnas:

we call them awnings in Australia.

[00:12:18] Steven Kounnas:

Sure, it’s the same in the States.

[00:12:19] Steven Kounnas:

It’s coverings that you can’t see from above,

[00:12:21] Steven Kounnas:

but they’re outdoor areas.

[00:12:23] Steven Kounnas:

There’s a lot of great information and a lot of value to the property under those spaces.

[00:12:27] Steven Kounnas:

If we are able to see it, then we can draw it and make it more valuable in the site plan.

[00:12:32] Dan Smigrod: A site plan would be a second strategy to sell floor plans as [00:12:37] Dan Smigrod: an Add On is actually offer both the floor plan and the site plan, [00:12:42] Dan Smigrod: and again, still $16 US for the combination? [00:12:48] Steven Kounnas:

Yeah. Correct. That strategy site is almost like your two-for-one.

[00:12:54] Steven Kounnas:

You’ve got your floor plan and now you could offer

[00:12:56] Steven Kounnas:

this site plan however you choose to price it,

[00:12:59] Steven Kounnas:

but it looks like it’s a two-for-one for the client,

[00:13:01] Steven Kounnas:

but really, it’s just one offering from us.

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: This property looks pretty large. [00:13:08] Dan Smigrod: Is there a limit on the size of a property to get back a floor plan? [00:13:14] Steven Kounnas:

No, we have no limits on our floor plans.

[00:13:16] Steven Kounnas:

We’ll go through it towards the end.

[00:13:18] Steven Kounnas:

There is a 24-hour turnaround for bigger properties, but usually,

[00:13:21] Steven Kounnas: the size.

it’s a lot quicker, but there is no limit on

[00:13:24] Steven Kounnas: As a test, we did test our floor planners to do a complete floor plan for an IKEA. [00:13:31] Steven Kounnas: So as long as your properties are around the size of an IKEA or small, we should be fine. [00:13:37] Dan Smigrod: Okay. That probably includes nearly 100 percent of the properties.

Steven Kounnas Founder and COO, CAPTUR3D

[00:13:42] Dan Smigrod: Great. So that’s second; site plan as a strategy, [00:13:45] Dan Smigrod: there’s also floor plans as an Add On with CAPTUR3D. [00:13:51] Steven Kounnas:

Beautiful. The next one,

[00:13:54] Steven Kounnas:

and these are becoming more and more popular at the moment.

[00:13:58] Steven Kounnas:

We started offering these,

[00:13:59] Steven Kounnas:

maybe two or so years ago.

[00:14:01] Steven Kounnas:

They’re 3D virtual floor plans.

[00:14:05] Steven Kounnas:

We’re creating a static 3D version

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:14:10] Steven Kounnas:

of the floor plan with all the measurements and all of the furniture within the property.

[00:14:16] Steven Kounnas:

These kind of weren’t really that popular too long ago

[00:14:20] Steven Kounnas:

because they’re quite time-consuming to create and quite expensive,

[00:14:23] Steven Kounnas:

but with advances in technology,

[00:14:26] Steven Kounnas:

they’re now quite a lot easier to create and therefore,

[00:14:29] Steven Kounnas:

making it more higher adoption within the markets.

[00:14:32] Steven Kounnas:

From our point of view, we say this is

[00:14:34] Steven Kounnas:

amazing value adds for a number of different reasons.

[00:14:38] Steven Kounnas:

One, it’s standing you out from the crowd,

[00:14:40] Steven Kounnas:

and so you don’t have your standard 2D floor plan

[00:14:43] Steven Kounnas:

on your piece of paper or on your billboards,

[00:14:46] Steven Kounnas:

but sometimes, a lot of people struggle to actually understand a standard floor plan.

[00:14:51] Steven Kounnas:

These floor plans give you the perspective of understanding, okay,

[00:14:55] Steven Kounnas:

Well, a bed is in this room and this is how big

[00:14:56] Steven Kounnas:

this room could be or how different items could move around.

[00:14:59] Steven Kounnas:

It’s a half step away from a Matterport tour where you have the full interactivity,

[00:15:03] Steven Kounnas:

but gives you that overview of that space in itself.

[00:15:08] Steven Kounnas:

Again, these can be all branded. As you can see on this one. Page 17 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:15:10] Steven Kounnas:

This one’s black with Tommy’s,

[00:15:11] Steven Kounnas:

but can be all sorts of different brandings and everything else around it as well.

[00:15:15] Dan Smigrod: I’m confused about pricing. [00:15:18] Dan Smigrod: Is this $16 and I get a 2D floor plan, [00:15:24] Dan Smigrod: a 2D site plan, [00:15:27] Dan Smigrod: and a 3D virtually staged static plan? [00:15:35] Steven Kounnas:

Each floor plan type,

Steven Kounnas Founder and COO, CAPTUR3D

[00:15:38] Steven Kounnas:

so the 2D,

[00:15:39] Steven Kounnas:

the site plan, and the floor plan,

[00:15:41] Steven Kounnas:

and then the 3D, each of them individually $16.

[00:15:43] Steven Kounnas:

However, we’ve got a really good deal that runs with the 3D floor plans,

[00:15:47] Steven Kounnas:

which I believe is on my next slide,

[00:15:49] Steven Kounnas:

which is that with every 3D floor plan that you order,

[00:15:53] Steven Kounnas:

we will provide you with a 2D floor plan for free.

[00:15:58] Dan Smigrod: For clarification, I’m looking at on the left side, [00:16:03] Dan Smigrod: a 2D floor plan and a site plan. [00:16:05] Dan Smigrod: On the right side, I’m looking at a 3D floor plan and a site plan. [00:16:13]

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: Today, at least there is a offer from [00:16:15] Dan Smigrod: CAPTUR3D that if I order what’s on the right for $16, [00:16:20] Dan Smigrod: then I also get what’s on the left at no extra charge. [00:16:25] Steven Kounnas:

Yeah, that’s correct. Because a lot of the time that takes to create

[00:16:28] Steven Kounnas:

floor plans is measure the rooms and get the right measurements and label everything.

[00:16:34] Steven Kounnas:

We’re able to create this double value for our clients,

[00:16:36] Steven Kounnas:

because we’re doing a lot of the legwork up front.

[00:16:38] Steven Kounnas:

We also appreciate that the 3D virtual floor plan is a great marketing tool,

[00:16:44] Steven Kounnas:

but it’s not always accepted as a standard floor plans in certain regions.

[00:16:49] Steven Kounnas:

You’ll still need to supply your standard floor plans to

[00:16:52] Steven Kounnas:

be up to legislation [MLS] depending on where you’re listing your property potentially.

[00:16:56] Steven Kounnas:

Using those for the necessities being floor and sites plans,

[00:17:01] Steven Kounnas:

but then having your amazing virtual floor plan as your marketing tool as well.

[00:17:05] Steven Kounnas:

Again, it’s bundling in a lot of value, that $16,

[00:17:10] Steven Kounnas:

and we’ll talk about it later around how to then sell that,

[00:17:12] Steven Kounnas:

but there’s a lot that you could then sell that to

[00:17:15] Steven Kounnas:

your clients to the future because you’re creating so much value for them.

[00:17:19] Dan Smigrod: Just to be clear, [00:17:21] Page 19 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: this is presently a CAPTUR3D special offer. [00:17:30] Steven Kounnas:

Yes, it is.

[00:17:31] Dan Smigrod: That might change, but presently for $16, [00:17:35] Dan Smigrod: you can get what’s on the right and what’s on the left, total $16. [00:17:41] Steven Kounnas:

That’s correct.

[00:17:42] Dan Smigrod: That’s a special offer from CAPTUR3D. [00:17:47] Dan Smigrod: For clarification on the right where we’re looking at [00:17:51] Dan Smigrod: the 3D version of the floor plan, two questions. [00:17:56] Dan Smigrod: One, I see that there are measurements on there. [00:17:59] Dan Smigrod: I can imagine for a hotel room,

Steven Kounnas Founder and COO, CAPTUR3D

[00:18:01] Dan Smigrod: I might not want actual measurements and I may not [00:18:05] Dan Smigrod: even want room labels because I now see there’s a bed. [00:18:10] Dan Smigrod: Can I get the plan without labels, [00:18:13] Dan Smigrod: without measurements if I’d like it that way? [00:18:16] Steven Kounnas:

Yeah, definitely. It’s completely customizable to the way that you would like it.

[00:18:21] Steven Kounnas:

If you are servicing a lot of hotels,

[00:18:23] Steven Kounnas:

for instance, and this was a common occurrence,

[00:18:25] Steven Kounnas:

what we would do for you is we would create

[00:18:27] Page 20 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

a specific template that wouldn’t have any labels or measurements.

[00:18:32] Steven Kounnas:

Then you could use that each time that you order one of those for your client.

[00:18:35] Steven Kounnas:

Alternatively, this is the one-off in the notes, you can request.

[00:18:38] Steven Kounnas:

Please leave the measurements and notes out for

[00:18:40] Steven Kounnas:

this one and our team will deliver back onto your request.

[00:18:45] Dan Smigrod: If I look at the left or the right, [00:18:49] Dan Smigrod: gee, I think it’s two questions here, Steven. [00:18:52] Dan Smigrod: One, you may have labeled something garage. [00:18:59] Dan Smigrod: In Atlanta, that might be called the carport. [00:19:03] Dan Smigrod: If I haven’t specified that upfront, [00:19:06] Dan Smigrod: can I still make a change? [00:19:07] Dan Smigrod: Is there a charge? [00:19:09] Dan Smigrod: Also, I noticed on the bed, [00:19:11] Dan Smigrod: you used the white linen. [00:19:13] Dan Smigrod: If I wanted a different color linen or I wanted [00:19:17] Dan Smigrod: two twin beds in that room, can I do all this? [00:19:22] Dan Smigrod: Is there a charge for that? [00:19:23] Steven Kounnas:

Yeah. Two questions,

[00:19:25] Page 21 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

so I’ll answer separately.

[00:19:26] Steven Kounnas:

The first part with the naming conventions.

[00:19:31] Steven Kounnas:

There’s a number of different ways to answer this question.

[00:19:34] Steven Kounnas: free. [00:19:39] Steven Kounnas:

You can have as many amendments [changes] as you require and that’s completely

We appreciate that some clients are

[00:19:42] Steven Kounnas: want

pretty particular with the way that they

[00:19:44] Steven Kounnas: everything.

their spaces labeled and named and

[00:19:47] Steven Kounnas: thing really quickly

Sometimes you just need to update some-

[00:19:49] Steven Kounnas: it may be.

from bedroom one to a study or whatever

Steven Kounnas Founder and COO, CAPTUR3D

[00:19:53] Steven Kounnas:

All of those things are rapid turnaround and completely for free,

[00:19:56] Steven Kounnas:

because we want to make sure that you’re getting

[00:19:57] Steven Kounnas:

the service back to you as quickly as possible.

[00:19:59] Steven Kounnas:

By us providing for free,

[00:20:01] Steven Kounnas:

it means that we’re going to be more poignant and making sure that when we

[00:20:04] Steven Kounnas:

deliver it the first time is as close to perfect as possible.

[00:20:07] Steven Kounnas:

It’s a win-win for everyone in that situation.

[00:20:09] Steven Kounnas:

To help with this whole process as well,

Page 22 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:20:11] Steven Kounnas:

we do provide a lexicon option.

[00:20:15] Steven Kounnas:

If you’ve got standards that you’d like to call carport garage,

[00:20:20] Steven Kounnas:

your bedrooms, your lounge rooms,

[00:20:21] Steven Kounnas:

and the rest of it, you can label those and that’s not just for you as an individual,

[00:20:27] Steven Kounnas:

you could do that for each different client that you have.

[00:20:30] Steven Kounnas:

Each client may have different names that they like to use.

[00:20:32] Steven Kounnas:

We save that in the account against that client,

[00:20:35] Steven Kounnas:

every time you order a floor plan for them,

[00:20:36] Steven Kounnas:

we will use that and make sure that we deliver it back to the right labels.

[00:20:41] Steven Kounnas:

To the second part of that question around the virtual staging within the floor plan,

[00:20:45] Steven Kounnas:

I’ll go back to this example to say it’s a little bit better.

[00:20:47] Steven Kounnas:

Yes, you can change out.

[00:20:50] Steven Kounnas:

Let’s say we’re looking at the master bedroom.

[00:20:53] Steven Kounnas:

Can you please change this from a single bed to two singles and a queen? For instance.

[00:20:58] Steven Kounnas:

Our team can go in there and change those pieces around.

[00:21:01] Steven Kounnas:

We are slightly limited on complete customizations.

[00:21:05] Steven Kounnas:

I think there’s over 10,000 assets within the database that we can utilize,

[00:21:08] Steven Kounnas:

but that doesn’t mean it’s got everything,

[00:21:10] Page 23 of 78

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Steven Kounnas:

and so we’ll get something that’s pretty close to what you’re wanting,

[00:21:13] Steven Kounnas:

but it might not always be perfect,

[00:21:14] Steven Kounnas:

and that’s just on the limitations of the technology.

[00:21:17] Dan Smigrod: For $16, it seems like the deal of the century anyway. [00:21:22] Steven Kounnas:

Good to know. I will let our team know because they keep creating those assets.

[00:21:30] Steven Kounnas:

We went through the 2D and-

[00:21:33] Dan Smigrod: Forgive me, I think that with a third strategy to [00:21:36] Dan Smigrod: sell floor plans as an Add On with CAPTUR3D is to offer [00:21:41] Dan Smigrod: the 3D version as an extra bonus to a client because that certainly

Steven Kounnas Founder and COO, CAPTUR3D

[00:21:50] Dan Smigrod: maybe something they either haven’t seen before or [00:21:55] Dan Smigrod: makes the difference in helping them either get the listing, [00:22:01] Dan Smigrod: get the next listing or help make the sale on the property. [00:22:05] Steven Kounnas:

Correct. Standing out from the crowd is the big one for them.

[00:22:11] Steven Kounnas:

The next one is different file formats.

[00:22:15] Steven Kounnas:

For the vast majority of what we’ve been speaking

[00:22:17] Steven Kounnas:

to prior has been very real estate focused.

[00:22:20] Steven Kounnas:

But there’s a lot of other industries that utilizes

[00:22:22] Steven Kounnas:

floor plans outside of real estate for obvious reasons.

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:22:26] Steven Kounnas:

With CAPTUR3D, we offer a wide range of file types.

[00:22:30] Steven Kounnas:

You can see them here on the left-hand side of this screen.

[00:22:33] Steven Kounnas:

I’ll quickly go through where you could utilize

[00:22:36] Steven Kounnas:

these four different industries or different purposes.

[00:22:40] Steven Kounnas:

Your JPEGs and your PNGs

[00:22:47] Steven Kounnas:

are more for your print presentations.

[00:22:51] Steven Kounnas:

These are very hi-res images and are usually quite large in size.

[00:22:55] Steven Kounnas:

These are perfect for brochures or sign boards or

[00:22:58] Steven Kounnas:

anything that you’re going to be creating at high resolution.

[00:23:02] Steven Kounnas:

Your GIFs and your PDFs are more of your low-res versions.

[00:23:06] Steven Kounnas:

Not that they’re losing any bad quality,

[00:23:08] Steven Kounnas:

but this is more for web experiences.

[00:23:11] Steven Kounnas:

If you’re putting it on a property portal or a website,

[00:23:13] Steven Kounnas:

making sure that it loads really quickly and efficiently,

[00:23:16] Steven Kounnas:

these are the file types that you want to be using in those circumstances.

[00:23:22] Dan Smigrod: I’m confused on GIF because I always think [00:23:24] Dan Smigrod: of that as being there’s some movement going on. [00:23:28] Steven Kounnas:

Not necessarily. A GIF is Page 25 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:23:30] Steven Kounnas:

just a different file format as an image that has a lightweight file format.

[00:23:33] Steven Kounnas:

It can be a moving format, but not always.

[00:23:35] Dan Smigrod: Okay, cool. [00:23:38] Steven Kounnas:

The next three steps outside of real estate into various industries,

[00:23:43] Steven Kounnas:

so RVTs stands for Revit.

[00:23:45] Steven Kounnas:

Anyone that’s working within engineering space or architectural space,

[00:23:50] Steven Kounnas:

would use a 3D software tool that allows them to see the space,

[00:23:56] Steven Kounnas:

extrude the walls and then stop manipulating or editing it how they need.

[00:24:00] Steven Kounnas:

Revit is one of those key tools.

[00:24:03] Steven Kounnas:

The next one is CAD.

[00:24:04] Steven Kounnas:

It’s very similar to Revit.

[00:24:06] Steven Kounnas:

There’s a little bit more detailed.

[00:24:10] Steven Kounnas: AutoCAD, for instance, is a really good software tool that ingests those floor plants.

Steven Kounnas Founder and COO, CAPTUR3D

[00:24:14] Steven Kounnas:

Again, it’s more engineering and architectural for those spaces.

[00:24:18] Steven Kounnas:

The last one is the DWG.

[00:24:20] Steven Kounnas:

Again, all three of these are very similar format where it’s more spatial,

[00:24:23] Steven Kounnas:

and 3D information allows you to edit

[00:24:27] Page 26 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

and manipulate the floor plan once you’ve got it into a certain space to use.

[00:24:32] Dan Smigrod: On the RVT, the CAD, [00:24:35] Dan Smigrod: the DWG, are these three dimensional floor plans that you’re providing? [00:24:39] Dan Smigrod: Or is it a 2D version? [00:24:43] Dan Smigrod: Within a 3D format? [00:24:46] Steven Kounnas:

It’s a 2D version within a 3D format,

[00:24:49] Steven Kounnas:

but these 3D software tools,

[00:24:51] Steven Kounnas:

once you bring them in as 2D,

[00:24:53] Steven Kounnas:

you can pull the walls up pretty

[00:24:55] Steven Kounnas:

quickly based on the height of your walls going from there.

[00:24:59] Steven Kounnas:

The difficulty around creating a 3D floor plan,

[00:25:03] Steven Kounnas:

which we do under some circumstances, under requests,

[00:25:06] Steven Kounnas:

is once you start doing that,

[00:25:08] Steven Kounnas:

then you have to start adding the things like

[00:25:10] Steven Kounnas:

the windows and the doors exactly where they are.

[00:25:13] Steven Kounnas:

It brings in another layer of

[00:25:15] Steven Kounnas:

difficulty that we’ve decided to just stay away from at this point in time.

[00:25:20] Dan Smigrod: The RVT, the Revit file, [00:25:23] Page 27 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: that might be a quick way for [00:25:27] Dan Smigrod: an architect to begin an As-Built or a renovation project. [00:25:34] Steven Kounnas:

Correct.

[00:25:35] Dan Smigrod: The architect is building on top of [00:25:38] Dan Smigrod: the existing floor plan without drawing it because it’s already been drawn by you. [00:25:48] Steven Kounnas:

Correct.

[00:25:48] Dan Smigrod: I got it. Cool. Who would use a DWG file? [00:25:54] Dan Smigrod: Is that a space planner, typically? [00:25:57] Steven Kounnas: for DWG.

Space planner would be a good example

[00:26:00] Steven Kounnas: file.

It’s a lot more mobile version of a Revit

Steven Kounnas Founder and COO, CAPTUR3D

[00:26:03] Steven Kounnas:

Revit is quite complex to a certain extent,

[00:26:06] Steven Kounnas:

and so DWG is a lot more useful for individuals like space planners.

[00:26:12] Steven Kounnas:

We have a lot of customers using DWGs for fit-out purposes.

[00:26:17] Steven Kounnas:

They will scan empty office spaces and use a DWG,

[00:26:20] Steven Kounnas:

and then space planners would then create

[00:26:22] Steven Kounnas:

four or five different layers within that to show

[00:26:24] Steven Kounnas:

different types of co-working spaces or corporate

[00:26:27] Steven Kounnas:

or the different areas in which they could utilize the area.

[00:26:30] Page 28 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: Cool. Anything else on the floor plan files? [00:26:37] Dan Smigrod: I guess I should ask one question while you’re here. [00:26:40] Dan Smigrod: The actual dimensions of the deliverable, [00:26:47] Dan Smigrod: can that be changed? [00:26:49] Steven Kounnas:

Yeah, and it does need to be changed as well.

[00:26:52] Steven Kounnas:

It goes back to the point that I was making before that

[00:26:55] Steven Kounnas:

each region has different specifics that they needed the floor plans under.

[00:26:59] Steven Kounnas:

I’m not an expert on each region,

[00:27:02] Steven Kounnas:

but I appreciate that in some areas you need to go to the exterior wall,

[00:27:08] Steven Kounnas:

some is the interior wall, some include

[00:27:09] Steven Kounnas:

the garage as part of the total area, some don’t.

[00:27:12] Steven Kounnas:

Any areas that heated is considered part of the floor plan space.

[00:27:16] Steven Kounnas:

Each place is different.

[00:27:17] Steven Kounnas:

So what we like to do for our customers is understand,

[00:27:21] Steven Kounnas:

firstly, the region that they’re in,

[00:27:22] Steven Kounnas:

and we’ve probably got the standards for that region.

[00:27:24] Steven Kounnas:

But if not, we’ll communicate with them to understand what

[00:27:27] Steven Kounnas:

they would need to see out of that floor plan and how it’s measured.

[00:27:30] Page 29 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

We can provide that action quite easily.

[00:27:33] Dan Smigrod: I’m thinking in terms of the MLS systems having in the United States, [00:27:37] Dan Smigrod: the multiple listing services, [00:27:38] Dan Smigrod: having different sizes for photography, [00:27:42] Dan Smigrod: and therefore, I may want to treat a floor plan as [00:27:45] Dan Smigrod: a photo and just import it into the MLS, [00:27:49] Dan Smigrod: treat it like yet another photo. [00:27:52] Dan Smigrod: I want it to be sized accordingly,

Steven Kounnas Founder and COO, CAPTUR3D

[00:27:56] Dan Smigrod: and so I can specify that upfront when I place an order? [00:28:01] Steven Kounnas:

Yeah, definitely. If you understand

[00:28:02] Steven Kounnas:

the aspect ratios and the size of the images that you’re placing in,

[00:28:07] Steven Kounnas:

we can replicate that on the export so far.

[00:28:10] Dan Smigrod: Cool. That actually begs another question for MLS is, [00:28:14] Dan Smigrod: it’s awesome to have the logos on [00:28:18] Dan Smigrod: the floor plan for the purpose of selling the floor plan into [00:28:24] Dan Smigrod: the real estate agent to be able to [00:28:29] Dan Smigrod: always have their branding when possible when sharing with their clients and prospects. [00:28:35] Dan Smigrod: But obviously, for MLS, [00:28:37] Page 30 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: they can’t include the logo. [00:28:39] Dan Smigrod: Do you provide for the $16 a version that’s with logo and a version without? [00:28:46] Steven Kounnas:

Yeah, it’s a really good question.

[00:28:47] Steven Kounnas:

Yes, we do, for that exact purpose.

[00:28:52] Steven Kounnas:

It’s under request on the order,

[00:28:54] Steven Kounnas:

please provide one logo and without logo,

[00:28:57] Steven Kounnas:

and the team does just that.

[00:29:00] Steven Kounnas:

It’s exactly the way that you’ve explained it.

[00:29:01] Steven Kounnas:

You have your marketing version and

[00:29:02] Steven Kounnas:

then your MLS version as well that you can easily upload.

[00:29:05] Steven Kounnas:

From our point of view, our team obviously creates it with all the logos and everything.

[00:29:09] Steven Kounnas:

It looks beautiful, exports that,

[00:29:11] Steven Kounnas:

removes all of the things that can’t be approved by MLS,

[00:29:14] Steven Kounnas:

then exploits that as a second file,

[00:29:15] Steven Kounnas:

and do those both under the file formats that you require.

[00:29:19] Dan Smigrod: That’s interesting. I notice on the left side of your sheet there, [00:29:23] Dan Smigrod: it says “Available File Types.” [00:29:27] Dan Smigrod: If I just need JPEG or PNG, [00:29:30] Page 31 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: I can just specify which file formats, [00:29:33] Dan Smigrod: so that I’m not overwhelmed with [00:29:35] Dan Smigrod: yet additional digital assets that I may not need/want to use. [00:29:40] Dan Smigrod: I might say I would like branded and unbranded PNG, JPEG, [00:29:47] Dan Smigrod: but if I don’t need PDF, [00:29:49] Dan Smigrod: RVT, CAD, [00:29:51] Dan Smigrod: DWG, etc., [00:29:52] Dan Smigrod: I can just specify the file formats out of that list that I want.

Steven Kounnas Founder and COO, CAPTUR3D

[00:29:57] Steven Kounnas:

Yeah, correct. If you did nothing,

[00:29:58] Steven Kounnas:

we deliver back a JPEG and a PDF version of

[00:30:01] Steven Kounnas:

every floor plan as default at hi-res and digital versions,

[00:30:05] Steven Kounnas:

but you can always edit and change that,

[00:30:07] Steven Kounnas:

depending on what is it that you require.

[00:30:09] Dan Smigrod: When you have multiple floors, [00:30:13] Dan Smigrod: are the floors delivered as individual PNG files, [00:30:16] Dan Smigrod: or is it all ganged together on one page? [00:30:21] Steven Kounnas:

That’s up to the discretion of whoever is ordering it.

[00:30:25] Steven Kounnas:

Some people and some companies like them altogether on a single page,

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Steven Kounnas:

some like them all on individuals,

[00:30:29] Steven Kounnas:

and some like both versions available to them.

[00:30:32] Steven Kounnas:

Again, that’s part of the request that you can make on order,

[00:30:35] Steven Kounnas:

then you place each floor on a different page,

[00:30:38] Steven Kounnas:

place them together, give me versions of both.

[00:30:40] Steven Kounnas:

Or if this does happen quite regularly, again,

[00:30:42] Steven Kounnas:

we set up templates for our customers,

[00:30:43] Steven Kounnas:

so they can just click a button. That’s easy for us to do.

[00:30:47] Dan Smigrod: What I’m hearing is, there’s just one price. It’s $16. [00:30:50] Dan Smigrod: It doesn’t matter what size, space it is, [00:30:56] Dan Smigrod: it doesn’t matter whether it’s in feet and inches or metric, [00:31:02] Dan Smigrod: labels, no labels, branded, [00:31:06] Dan Smigrod: unbranded, 3D, 2D, site plan, [00:31:11] Dan Smigrod: various floor plans, file types, [00:31:15] Dan Smigrod: it’s all one price, all inclusive, $16. [00:31:20] Steven Kounnas:

Let’s make it easy, but yes.

[00:31:24] Dan Smigrod: That’s my impression. I go, [00:31:25] Dan Smigrod: wow, well, that was super-easy. [00:31:27] Dan Smigrod: I don’t have to think about all the different permutations that I might be creating. Page 33 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:31:31] Dan Smigrod: Not that I want to suggest that you’re not [00:31:33] Dan Smigrod: charging enough and you might want to increase pricing, [00:31:36] Dan Smigrod: because $16 sounds like the deal of the century. [00:31:42] Dan Smigrod: It’s probably, even if I may just staring at this page, [00:31:45] Dan Smigrod: because in the back of my head, I think, [00:31:47] Dan Smigrod: well, I can order Matterport floor plans for $15. [00:31:54] Dan Smigrod: If I pay $1 more, [00:31:58] Dan Smigrod: I get so many other opportunities. [00:32:01] Dan Smigrod: Matterport, I’m limited to $15 for under 10,000 square feet. [00:32:09] Dan Smigrod: Then if I want to get a space that’s over 10,000 square feet, [00:32:17] Dan Smigrod: it’s going to cost me $30. [00:32:19] Dan Smigrod: Then if it’s over 25,000 square feet, [00:32:22] Dan Smigrod: Matterport won’t even touch it. [00:32:25] Dan Smigrod: Then in terms of file formats, [00:32:27] Dan Smigrod: Matterport’s going to only give me PNG, [00:32:30] Dan Smigrod: SVG, and PDF in black and white. [00:32:36] Dan Smigrod: There’s no option for color. [00:32:42] Page 34 of 78

Steven Kounnas Founder and COO, CAPTUR3D

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: Not only does it come with the Matterport logo, [00:32:45] Dan Smigrod: my licensing of using Matterport assets requires that [00:32:49] Dan Smigrod: I keep that Matterport logo on the floor plan and not remove the Matterport logo. [00:32:55] Dan Smigrod: For $1 more, [00:32:59] Dan Smigrod: I get site plans included, color, [00:33:06] Dan Smigrod: additional file types, not limited in terms of size, [00:33:10] Dan Smigrod: I can have the text that I want, [00:33:12] Dan Smigrod: format it the way I want with unlimited I guess you’d call it amendments, [00:33:17] Dan Smigrod: I would call it unlimited changes, [00:33:21] Dan Smigrod: and there’s just one price. [00:33:25] Steven Kounnas:

- That’s correct.

[00:33:26] Dan Smigrod: - Yeah. I just have to say, [00:33:30] Dan Smigrod: any of our WGAN-TV viewers that are looking at this page, [00:33:35] Dan Smigrod: listening to this conversation, [00:33:37] Dan Smigrod: if you’re presently using Matterport to create your floor plans, [00:33:41] Dan Smigrod: run - don’t walk - to CAPTUR3D or by the way, [00:33:45] Dan Smigrod: you can try it out again, [00:33:47] Dan Smigrod: you can receive a $90 CAPTUR3D credit. [00:33:52] Page 35 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: It’s good for five CAPTUR3D floor plans, [00:33:55] Dan Smigrod: plus you’ll still have change leftover. [00:33:57] Dan Smigrod: Use the WGAN affiliate link: WGAN.INFO/CAPTUR3D [00:34:06] Dan Smigrod: That’s really awesome. [00:34:11] Dan Smigrod: What else have you got to show us? [00:34:14] Steven Kounnas: [00:34:16] Steven Kounnas: started out as a

- What’s in my next slide here? Just to your point, I guess it’s where we

Steven Kounnas Founder and COO, CAPTUR3D

[00:34:20] Steven Kounnas: MSP. Before we started creating floor plans and things like that, at CAPTUR3D. [00:34:27] Steven Kounnas:

We started to find so much value in our floor plans,

[00:34:29] Steven Kounnas:

but we found it really difficult to find a really good floor plan provider,

[00:34:31] Steven Kounnas:

and that’s why we started CAPTUR3D in the beginning.

[00:34:33] Steven Kounnas:

This was one of the first services that we brought on board.

[00:34:36] Steven Kounnas:

Our philosophy has always been,

[00:34:37] Steven Kounnas:

do the opposite to the things

[00:34:40] Steven Kounnas:

that have frustrated us by the clients that we had to work with in the past.

[00:34:43] Steven Kounnas:

That’s why we have those single pricings and a lot of offerings that we do create,

[00:34:48] Steven Kounnas:

because we know that it’s a lot easier for you to understand, but then also to sell.

[00:34:52] Steven Kounnas:

Our goal isn’t for us to make mountains of money,

Page 36 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:34:54] Steven Kounnas:

we want to make good with

[00:34:56] Steven Kounnas:

our customers to be able to create value for them to be able to make money,

[00:34:58] Steven Kounnas:

because that’s a win-win-win triangle for everyone.

[00:35:02] Steven Kounnas:

The last part here that we can just touch on,

[00:35:04] Steven Kounnas:

templates which we’ve been touching on throughout

[00:35:05] Steven Kounnas:

the whole piece but it’s also fast turnaround.

[00:35:08] Steven Kounnas:

We appreciate that things need to be happening really quickly.

[00:35:12] Steven Kounnas:

We’ll have floor plans delivered within 24 hours.

[00:35:16] Steven Kounnas:

To be fair, usually between 12 hours unless they’re super large floor plans.

[00:35:21] Steven Kounnas:

They’re back within your hands usually overnight if you’re ordering overnight.

[00:35:26] Steven Kounnas:

As we’re talking about free changes or amendments,

[00:35:28] Steven Kounnas:

all of those have rapid turnaround times within it.

[00:35:32] Steven Kounnas:

We’ve talked about the templates. You can have as many

[00:35:33] Steven Kounnas:

of these as you like, completely unlimited.

[00:35:35] Steven Kounnas:

If you have 1,000 customers and each one of them has

[00:35:38] Steven Kounnas:

a different design that they would like to use,

[00:35:41] Steven Kounnas:

we can replicate that and have it as

[00:35:43] Steven Kounnas:

a one-click option each time you create a virtual tool for them.

[00:35:46] Page 37 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

One click, within 12 hours you have their design back to them.

[00:35:49] Dan Smigrod: - Two questions from looking at this page here, Steven. [00:35:58] Dan Smigrod: This is all based on Matterport. [00:35:59] Dan Smigrod: If I submit my Matterport tour, [00:36:04] Dan Smigrod: the tour’s been processed, [00:36:05] Dan Smigrod: I send it to CAPTUR3D before I leave the office, [00:36:13] Dan Smigrod: let’s call it 6 PM ET. [00:36:16] Dan Smigrod: When I wake up, [00:36:18] Dan Smigrod: I typically should have the CAPTUR3D floor plan waiting for me. [00:36:23] Steven Kounnas:

Steven Kounnas Founder and COO, CAPTUR3D

- That’s the goal.

[00:36:24] Dan Smigrod: - In the majority of the case. [00:36:27] Dan Smigrod: Then second, actually, two things. [00:36:31] Dan Smigrod: We’ve been talking about, first, [00:36:35] Dan Smigrod: on Matterport, CAPTUR3D can’t begin work until the floor plan is ready. [00:36:46] Dan Smigrod: Can I just say to CAPTUR3D, “Hey! [00:36:49] Dan Smigrod: Here’s the link. When it processes, [00:36:53] Dan Smigrod: please get started.” [00:36:54] Dan Smigrod: Or, do I have to wait until Matterport processes before I communicate with CAPTUR3D?

Page 38 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:36:59] Steven Kounnas:

- No, it’s actually really a good point.

[00:37:01] Steven Kounnas:

Would you like me to take you through a couple of

[00:37:03] Steven Kounnas:

different ways that you can order a floor plan?

[00:37:06] Dan Smigrod: - While you’re setting up, [00:37:09] Dan Smigrod: I guess the other question I had on that is if I have a sketch, [00:37:14] Dan Smigrod: can you work off of a sketch? [00:37:16] Dan Smigrod: Sketch with some maybe a couple of laser measurements on some key rooms. [00:37:22] Dan Smigrod: Is that sufficient? [00:37:24] Steven Kounnas:

- Yeah, it is. All three of those questions are

[00:37:28] Steven Kounnas:

actually really well aligned with the way that our system is thought through and created.

[00:37:33] Steven Kounnas:

For those of you who know CAPTUR3D, this is the dashboard.

[00:37:36] Steven Kounnas:

This is where all the action happens.

[00:37:38] Steven Kounnas:

There are a number of [WGAN-TV shows] going through each of the features.

[00:37:41] Steven Kounnas:

A number of shows that we’ve done together with Dan, where

[00:37:44] Steven Kounnas:

we go through a number of the features that we’ve got here.

[00:37:47] Steven Kounnas:

For anything to start, click on the “New”.

[00:37:49] Steven Kounnas:

We’re going to jump into the Floor Plan section here to begin with,

[00:37:52] Steven Kounnas:

but I’ll go through how you could use the other ones to also get

Page 39 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:37:55] Steven Kounnas:

your floor plans as quickly as possible back to you.

[00:38:00] Steven Kounnas:

At this point here, you can see here there’s

[00:38:02] Steven Kounnas:

two options from a Matterport URL or from a file.

[00:38:06] Steven Kounnas:

To your point, just then, Dan,

[00:38:08] Steven Kounnas:

if you’d like to draw it out and then create

[00:38:11] Steven Kounnas: the measurements or however it is that you’re creating your floor plan, [00:38:15] Steven Kounnas: matics,

or if you’ve even got your building sche-

Steven Kounnas Founder and COO, CAPTUR3D

[00:38:18] Steven Kounnas: this happens a fair bit where people have done a renovation and they’ve got [00:38:20] Steven Kounnas:

the building plans and they want to convert that

[00:38:23] Steven Kounnas:

into a more real estate focused floor plan.

[00:38:26] Steven Kounnas:

Upload that file, and we can then send it back to you in the format that you require.

[00:38:31] Steven Kounnas:

If we go down the route of the Matterport side,

[00:38:33] Steven Kounnas:

do I have a link for both? No, I don’t.

[00:38:34] Steven Kounnas:

You put your Matterport URL in and your address.

[00:38:37] Steven Kounnas:

Pretty simple, because we need this for the site plan,

[00:38:41] Steven Kounnas:

and also any of the other information around your region.

[00:38:44] Steven Kounnas:

This is telling me that I’m here in Melbourne, Australia or Victoria.

[00:38:49] Page 40 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

We talked about this at the top around CAPTUR3D

[00:38:52] Steven Kounnas:

providing a number of templates that you could use off the bat.

[00:38:56] Steven Kounnas:

You can see here our standard templates.

[00:38:59] Steven Kounnas:

This is the 3D floor and site plan.

[00:39:01] Steven Kounnas:

If you click on it, you get a quick example here on

[00:39:03] Steven Kounnas:

the left-hand side of the ones that we’re looking at.

[00:39:05] Steven Kounnas:

This one is the square foot version.

[00:39:08] Steven Kounnas:

We’ve also got the square meter ones.

[00:39:10] Steven Kounnas:

The floor and site plans.

[00:39:11] Steven Kounnas:

We went through this one before as well,

[00:39:13] Steven Kounnas:

both in square foot and imperial.

[00:39:15] Steven Kounnas:

We’ve got the standard floor plan as well,

[00:39:20] Steven Kounnas:

both in square foot and in metric.

[00:39:22] Steven Kounnas:

Then all the ones below here are all the ones that we’ve got

[00:39:26] Steven Kounnas:

as our custom ones that we’ve uploaded at one point in time.

[00:39:30] Steven Kounnas:

If I was to look at my French template,

[00:39:32] Steven Kounnas:

for instance, it looks like it’s a PDF in there or Jellis Craig.

[00:39:36] Steven Kounnas:

Let me find one of the other ones here.

[00:39:40]

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WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

That would do.

[00:39:42] Steven Kounnas:

There we go. My templates don’t want to be coming up but they’re all sitting within them.

[00:39:47] Steven Kounnas:

You select one of those as your option that you would like to create it.

[00:39:51] Steven Kounnas:

I didn’t even notice that we’re discussing before so leave the room labels off,

[00:39:59] Steven Kounnas:

whatever may be and that’s for disposal.

[00:40:03] Steven Kounnas:

You could also upload any additional files that may help.

[00:40:06] Steven Kounnas:

This is where you would upload your drawn image potentially,

[00:40:08] Steven Kounnas:

or anything that you would need to add into the section.

[00:40:13] Dan Smigrod: I’m not limited to one upload, [00:40:14] Dan Smigrod: so if I want to upload a logo and maybe I [00:40:18] Dan Smigrod: have some other drawing that might be helpful. [00:40:24] Dan Smigrod: Maybe I have a 2D photo of the backyard, [00:40:28] Dan Smigrod: I don’t have the aerial, [00:40:29] Dan Smigrod: but I have it and I don’t have a 360 scan but I got a couple of pictures, [00:40:33] Dan Smigrod: I could upload them there as well. [00:40:35] Steven Kounnas:

Correct. That’s exactly right,

[00:40:38] Steven Kounnas:

and if they’re usually one off,

[00:40:39] Steven Kounnas:

that’s the exact place to do it.

[00:40:40] Page 42 of 78

Steven Kounnas Founder and COO, CAPTUR3D

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

But if you’re going to be doing it consistently,

[00:40:43] Steven Kounnas:

we ask that you create a custom template.

[00:40:45] Steven Kounnas:

If I click on here,

[00:40:49] Steven Kounnas:

so creating a template, you give it a name.

[00:40:52] Steven Kounnas:

You could even use an existing plan,

[00:40:54] Steven Kounnas:

so let’s say that this one is using

[00:40:57] Steven Kounnas:

our standard floor and site plan that you see here on the left-hand side.

[00:41:01] Steven Kounnas:

You could upload your logo and ask us to put it on the top left,

[00:41:05] Steven Kounnas:

bottom right, in the middle;

[00:41:06] Steven Kounnas:

do it as a watermark, for instance and then save

[00:41:09] Steven Kounnas:

that as a specific template through that option.

[00:41:13] Dan Smigrod: This is the page I would use to say, client A, [00:41:17] Dan Smigrod: these colors, these logos, [00:41:19] Dan Smigrod: this disclaimer, this following text. [00:41:23] Dan Smigrod: Whether I want lit room labels, [00:41:26] Dan Smigrod: whether I want measurements, etc. [00:41:29] Dan Smigrod: Then I could keep doing this client B, Client C, [00:41:32] Dan Smigrod: client D. I have templates so if I understand this correctly, [00:41:38] Dan Smigrod: what CAPTUR3D is doing is creating super-fast workflows. Page 43 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:41:43] Dan Smigrod: That it’s assuming that I’m just going to keep placing orders for each of these clients, [00:41:49] Dan Smigrod: and let’s just make it easy for everyone by having a template for clients, [00:41:54] Dan Smigrod: A, B, C, [00:41:55] Dan Smigrod: D, E, F, and so forth. [00:41:58] Steven Kounnas: real estate.

Correct. It’s a volume game for a lot of it

[00:42:01] Steven Kounnas: es and pipelines,

The quicker you can create your process-

Steven Kounnas Founder and COO, CAPTUR3D

[00:42:05] Steven Kounnas:

the easier your life’s going to be,

[00:42:06] Steven Kounnas:

and more time you can spend with your family.

[00:42:10] Steven Kounnas:

That’s adding a logo or items to an existing plan, but then obviously,

[00:42:14] Steven Kounnas:

the simplest version is to upload a completely customized floor plan,

[00:42:18] Steven Kounnas:

something that they may be already using or something that you see

[00:42:20] Steven Kounnas:

as being beautiful and would like to offer your clients as well.

[00:42:24] Steven Kounnas:

You upload that floor plan,

[00:42:25] Steven Kounnas:

our team receives it, breaks it all apart,

[00:42:28] Steven Kounnas:

gets the fonts, the colors,

[00:42:29] Steven Kounnas:

and builds it back together in their design software and so when an order comes in,

[00:42:33] Steven Kounnas:

they’re ready to go with that design.

[00:42:34] Page 44 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: Yeah, just watching the show today. [00:42:37] Dan Smigrod: It’s quite inspiring for me, Steven, [00:42:39] Dan Smigrod: because I said, “As you were talking, [00:42:43] Dan Smigrod: I could upload the architect’s plans for a space that doesn’t even exist [00:42:49] Dan Smigrod: yet and get back 2D schematic floor plans that are marketing appropriate, [00:42:57] Dan Smigrod: as well as a 3D staged space for a space that doesn’t exist yet. [00:43:05] Steven Kounnas:

Correct.

[00:43:06] Dan Smigrod: Which means I don’t have to wait for when I’m talking to [00:43:09] Dan Smigrod: a property management company that says, [00:43:17] Dan Smigrod: “Come back and scan in about six months when the space is ready for you.” [00:43:24] Dan Smigrod: I can help that client today by saying, “Hey, [00:43:28] Dan Smigrod: we can create these 2D floor plans, [00:43:31] Dan Smigrod: these 3D floor plans, this site plan. [00:43:35] Dan Smigrod: All we need is your architect’s drawings and we can take it from there.” [00:43:41] Steven Kounnas:

Exactly right.

[00:43:42] Dan Smigrod: Cool. Pricing strategies. You went through, [00:43:48] Dan Smigrod: I counted: 7 Strategies, [00:43:49] Dan Smigrod: to Sell Floor Plans as an Add On with CAPTUR3D. [00:43:53] Dan Smigrod: I get it. Now, Page 45 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:43:54] Dan Smigrod: how do I price floor plans to our clients? [00:43:58] Steven Kounnas:

Yeah, again, this is going to be regions specific and even within different countries.

[00:44:03] Steven Kounnas:

Like Australia as an example,

[00:44:04] Steven Kounnas: because I’ve got it good standing here because obviously I live here. [00:44:08] Steven Kounnas: rural, [00:44:11] Steven Kounnas:

Each state is different and metro cities to

everyone has different pricing strategies.

[00:44:14] Steven Kounnas: But the way that we say it here in Australia and in a lot of parts of the world,

Steven Kounnas Founder and COO, CAPTUR3D

[00:44:19] Steven Kounnas:

what a standard floor plan used to cost before

[00:44:21] Steven Kounnas:

Matterport was a thing where people were doing with a laser and drawer,

[00:44:24] Steven Kounnas:

is about what a virtual tour costs these days in a lot of different areas.

[00:44:28] Steven Kounnas:

So you’re able to offer in this virtual tour and

[00:44:31] Steven Kounnas:

these byproducts of what they usually used to receive in being

[00:44:35] Steven Kounnas:

a floor plan either at a small margin or to be able to

[00:44:38] Steven Kounnas:

use that as a tool to win that listing and then over time,

[00:44:42] Steven Kounnas:

build a repore with the client to then bring that

[00:44:44] Steven Kounnas:

back into the fray as a paid service as well.

[00:44:49] Steven Kounnas:

... Again, it could be anything

Page 46 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:44:52] Steven Kounnas:

from $50-$500 depending on where you are for a standard floor plan.

[00:44:56] Steven Kounnas:

There’s a lot of room to wiggle,

[00:44:57] Steven Kounnas:

especially when you’re only being charged $16 to create it.

[00:45:02] Dan Smigrod: This is a super-important point because [00:45:05] Dan Smigrod: I think it may be tempting for photographers to say, [00:45:08] Dan Smigrod: “It’s cost me $16, [00:45:09] Dan Smigrod: I’ll mark it up double, [00:45:11] Dan Smigrod: I’ll mark it up triple.” [00:45:15] Dan Smigrod: Stop right there! [00:45:17] Dan Smigrod: You may be talking to a client that’s already spending $200, $300, $400. [00:45:24] Dan Smigrod: I’ve met a photographer at one point who was charging clients $500 to create floor plans, [00:45:31] Dan Smigrod: just like what Steven is showing, [00:45:33] Dan Smigrod: but without having the benefit of a Matterport tour to create it. [00:45:38] Dan Smigrod: He would go out and measure the space and [00:45:41] Dan Smigrod: then go back to the drafters and it would cost $500. [00:45:45] Dan Smigrod: This is probably a good example of think value-based pricing, [00:45:50] Dan Smigrod: not what your actual cost was. [00:45:56] Dan Smigrod: Do you want to pick it up from there? [00:45:57] Page 47 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: Do you have other pricing strategies to describe? [00:46:02] Steven Kounnas:

Yeah.

[00:46:03] Dan Smigrod: Let’s call that one value-based pricing. [00:46:06] Steven Kounnas:

Yeah, there’s also almost like a reverse version

[00:46:08] Steven Kounnas:

of that as well where you’re selling the virtual tour

[00:46:12] Steven Kounnas:

but offering a floor plan as an Add On to that virtual tour.

[00:46:17] Steven Kounnas:

We see with a lot of customers that are scanning purely for a floor plan and so you do

[00:46:22] Steven Kounnas:

scan slightly differently and it’s more rapid because

[00:46:25] Steven Kounnas:

you’re not using it for the virtual tour, the client might not want it.

[00:46:27] Steven Kounnas:

But it’s a lot quicker and a lot cheaper for you to use

[00:46:30] Steven Kounnas:

the Matterport to then output floor plan,

[00:46:32] Steven Kounnas:

then using traditional methods as well.

[00:46:34] Steven Kounnas:

Having that in your mind,

[00:46:36] Steven Kounnas:

if they just wanted a floor plan,

[00:46:38] Steven Kounnas: erty,

Steven Kounnas Founder and COO, CAPTUR3D

how you could quickly get through a prop-

[00:46:40] Steven Kounnas:

not doing all the intricate details and things like that to output

[00:46:42] Steven Kounnas:

a floor plan is also a really useful tool to know and remember.

[00:46:47] Dan Smigrod: In that case, you’re still using Matterport to do CAPTUR3D[floor plans]. [00:46:52] Page 48 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: Just makes it easier for the photographer, [00:46:54] Dan Smigrod: and probably makes it easier for CAPTUR3D as a drafter. [00:47:00] Dan Smigrod: Let’s just say you’re going to charge $499 for a floor plan, [00:47:05] Dan Smigrod: let’s just pick a number. [00:47:06] Dan Smigrod: You might say, and, we’ll give you the Matterport tour for free. [00:47:13] Steven Kounnas:

Potentially.

[00:47:16] Dan Smigrod: Let’s say, you’re in a market where you’re charging $250 for a Matterport tour, [00:47:22] Dan Smigrod: it may not be inconceivable to be charging $250 for floor plans as well. [00:47:29] Dan Smigrod: You may as an Add On, [00:47:33] Dan Smigrod: double the amount of revenue that you get for that property, [00:47:39] Dan Smigrod: but it may be for a particular client. [00:47:41] Dan Smigrod: It may make sense to just simply quote [00:47:45] Dan Smigrod: $499 for the floor plan and then Matterport tours for free? [00:47:53] Steven Kounnas:

Exactly. I think, you hit the nail on the head for particular clients and you’ll

[00:47:58] Steven Kounnas:

be working with your clients and understanding them better

[00:48:00] Steven Kounnas:

than us because you understand what they’re going through,

[00:48:03] Steven Kounnas:

what their price points are, and what they look to spend?

[00:48:06] Steven Kounnas:

For some customers here, you go provide

[00:48:08] Steven Kounnas:

the exact same services and just processing it differently Page 49 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:48:11] Steven Kounnas:

or framing it differently helps them digest the information

[00:48:14] Steven Kounnas:

and then potentially even sell it onto their Marketing Managers,

[00:48:16] Steven Kounnas:

or Directors, or principals,

[00:48:17] Steven Kounnas:

or whoever they need to do as well, it’s really important.

[00:48:20] Steven Kounnas:

But the one thing that when speaking to a lot of

[00:48:21] Steven Kounnas:

the clients that do offer the floor plan,

[00:48:24] Steven Kounnas:

we’ve got the virtual tour.

[00:48:26] Steven Kounnas:

When I used to speak to them, but they remind me that they don’t often like to give away

[00:48:31] Steven Kounnas:

the virtual tour because then it reduces

[00:48:33] Steven Kounnas:

the perceived value of what you can create in this Matterport.

[00:48:37] Steven Kounnas:

It’s still there if you’d like to buy it,

[00:48:38] Steven Kounnas: just combining [00:48:41] Steven Kounnas: [00:48:44] Steven Kounnas: really good idea.

but I really did like your strategy there of

it all as like all for one price. This is everything that you get, that’s a

[00:48:48] Dan Smigrod: Again, I think as you described Steven, [00:48:50] Dan Smigrod: it’s going to depend on the listing, the market, [00:48:53] Dan Smigrod: the service level, the client, the client’s needs. [00:48:57]

Page 50 of 78

Steven Kounnas Founder and COO, CAPTUR3D

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: I think, it’s really important to listen to if the client just wants [00:49:00] Dan Smigrod: floor plans and they don’t want a tour, that’s perfectly fine. [00:49:04] Dan Smigrod: Offer them floor plans: charge accordingly [00:49:07] Dan Smigrod: and your byproduct happens to be a Matterport tour, [00:49:10] Dan Smigrod: maybe, that becomes the Add On to the floor plan. [00:49:14] Dan Smigrod: If you’re going to decide to say, [00:49:15] Dan Smigrod: “Well, I think I could get $350.” [00:49:19] Dan Smigrod: I always speaking nine, [00:49:20] Dan Smigrod: so I would say $349. [00:49:23] Dan Smigrod: If you think you can get $349 for the floor plan,

[00:49:28] Dan Smigrod: excuse me, you may have a price to offer the Matterport is as an Add On. [00:49:32] Dan Smigrod: I’m just flipping it around, [00:49:34] Dan Smigrod: it’s still maybe Matterport plus floor plan equals the same price. [00:49:38] Dan Smigrod: Whether you’ve ordered the floor plan only, [00:49:40] Dan Smigrod: the Matterport only, [00:49:42] Dan Smigrod: the floor plan is the primary and the Matterport is [00:49:45] Dan Smigrod: the Add On or I’ve ordered a Matterport and the floor plan is an Add On. [00:49:50] Dan Smigrod: It actually happen. [00:49:53] Dan Smigrod: Because a lot of times people post to the We Get Around Network Forum,

Page 51 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:49:56] Dan Smigrod: wganforum.com to say, “Hey, [00:49:59] Dan Smigrod: my client just needs a floor plan.” [00:50:03] Dan Smigrod: How do you suggest I do that? [00:50:06] Dan Smigrod: The answer still maybe shoot Matterport in order to get the floor plan. [00:50:11] Dan Smigrod: It maybe a quick easy way. [00:50:14] Dan Smigrod: Then you still have an opportunity after [00:50:16] Dan Smigrod: you’ve delivered the floor plan to come back to the client and say, [00:50:20] Dan Smigrod: “Oh, by the way, if you’d like to 3D tour, [00:50:22] Dan Smigrod: that’s an extra X, [00:50:23] Dan Smigrod: would you like that?” [00:50:25] Dan Smigrod: Still, we will have an Add On. [00:50:28] Steven Kounnas: I think, everyone would have gone through this experience

Steven Kounnas Founder and COO, CAPTUR3D

[00:50:30] Steven Kounnas:

starting as an MSP or Matterport business at one point.

[00:50:33] Steven Kounnas:

Having a client that is objective to the service,

[00:50:36] Steven Kounnas:

but then you scan something for them and you show

[00:50:38] Steven Kounnas:

them in their own space or their own property,

[00:50:40] Steven Kounnas:

or something of this being in Matterport virtual tour,

[00:50:43] Steven Kounnas:

and all of a sudden, that immediately changes like, “Wow! This is amazing.”

Page 52 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:50:47] Steven Kounnas:

Because they’ll finally saying something that’s theirs in that space and you can use that

[00:50:51] Steven Kounnas:

a lot with these initial conversations

[00:50:53] Steven Kounnas:

and starting off with your client where you’re offering them a floor plan.

[00:50:56] Steven Kounnas:

By the way, I created this and they are like,

[00:50:58] Steven Kounnas:

“Oh!” Then you dive into the pricing and build that relationship over time,

[00:51:01] Steven Kounnas:

so it becomes the standard for them to start ordering off you.

[00:51:05] Dan Smigrod: There you have, Matterport tour is the discussion today: [00:51:08] Dan Smigrod: 7 Strategies to Sell Floor Plans as an Add On [with CAPTUR3D] [00:51:10] Dan Smigrod: but it doesn’t mean that Matterport can’t be the Add On, [00:51:15] Dan Smigrod: it just that your client started with; they wanted floor plans. [00:51:18] Dan Smigrod: Use Matterport. Shoot the Tour. [00:51:22] Dan Smigrod: Create the floor plan. [00:51:23] Dan Smigrod: And know that you might be able to offer Matterport as an Add On. [00:51:26] Dan Smigrod: Other pricing strategies for floor plans as an Add On? [00:51:32] Steven Kounnas:

Other pricing strategies for the floor plans?

[00:51:34] Steven Kounnas:

We’re talking about before with the value of

[00:51:37] Steven Kounnas:

the 3D floor plan along with the 2D version as well.

[00:51:44] Steven Kounnas:

It’s a two-for-one perceived value when you’re offering these to your clients, Page 53 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:51:48] Steven Kounnas:

you’ve mentioned it just before as well.

[00:51:50] Steven Kounnas:

Just because we’re charging $16 doesn’t mean that,

[00:51:52] Steven Kounnas:

we need to charge double or triple.

[00:51:55] Steven Kounnas:

Those two floor plans hold immense value from

[00:51:57] Steven Kounnas:

a marketing point of view and from standards point of view in some cases,

[00:52:01] Steven Kounnas:

the listing: without a schematic flow plan.

[00:52:04] Steven Kounnas:

You’re able to provide a lot of value to those clients and, therefore,

[00:52:07] Steven Kounnas:

charging accordingly for this too or even pricing it at a high-level.

[00:52:13] Steven Kounnas: $200. [00:52:17] Steven Kounnas: [00:52:19] Steven Kounnas: $100. [00:52:22] Steven Kounnas: ceived value to [00:52:25] Steven Kounnas:

These individually costs $100 each, so

But today, I’ll give you 50 percent off, so I’ll provide you both floor plans for a

Steven Kounnas

Those pricing techniques provided a per-

Founder and COO, CAPTUR3D

your client with enough of a margin for you to still have value in your business.

[00:52:31] Dan Smigrod: Excellent points. I’m going to comment, I think, [00:52:34] Dan Smigrod: on a number of things you’ve just described, [00:52:36] Dan Smigrod: Steven, and feel free to coming back here. [00:52:39] Dan Smigrod: At the end of the day, I know we’re going to have viewers that say, [00:52:41] Page 54 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: “Please, just tell me how much to charge.” [00:52:43] Dan Smigrod: I’m going to throw out some numbers for the United States: $49, [00:52:48] Dan Smigrod: $99, $149, [00:52:52] Dan Smigrod: $249, $299, $349, [00:52:58] Dan Smigrod: $399, $449, $499. [00:53:06] Dan Smigrod: Someplace in there is a price point that makes sense for you and you [00:53:10] Dan Smigrod: might start high knowing that you can always come down. [00:53:15] Dan Smigrod: You might surprise yourself in a market where you think, [00:53:19] Dan Smigrod: “Well, maybe I could get $99 for the floor plans.” [00:53:23] Dan Smigrod: Start out at $199. [00:53:26] Dan Smigrod: Until somebody tells you 10 times over, [00:53:29] Dan Smigrod: 10 different clients tell you, “Sorry too much.” [00:53:33] Dan Smigrod: then you can go change your pricing. [00:53:34] Dan Smigrod: But you might surprise yourself, [00:53:38] Dan Smigrod: the clients say yes. [00:53:40] Dan Smigrod: I think to Steven’s point is, [00:53:41] Dan Smigrod: you may unbundle the 2D floor plan, [00:53:45] Dan Smigrod: the 3D floor plan, [00:53:46] Dan Smigrod: and the site plan. Page 55 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:53:49] Dan Smigrod: You may or may not choose to do that, [00:53:51] Dan Smigrod: but you might say, [00:53:56] Dan Smigrod: the floor plan has $99, [00:53:59] Dan Smigrod: the site plan is $99, [00:54:02] Dan Smigrod: the 3D floor plan is $99,

Steven Kounnas Founder and COO, CAPTUR3D

[00:54:07] Dan Smigrod: and if you buy all three, it’s $249. [00:54:12] Dan Smigrod: You’ve established a reference price of what each of those elements are worth, [00:54:19] Dan Smigrod: but still have a bundled price, so one price. [00:54:22] Dan Smigrod: Again, that $249 may not be the right price in your market based on the listings you do, [00:54:28] Dan Smigrod: the price points of your listing or the service level that gets provided to a client, [00:54:34] Dan Smigrod: but we’re just trying to float some different pricing strategies. [00:54:39] Dan Smigrod: I would just run by just a couple of other thoughts here. [00:54:43] Dan Smigrod: You may choose to offer floor plans for free when you buy x bundle. [00:54:53] Dan Smigrod: If your bundle is typically Matterport, photos, [00:54:57] Dan Smigrod: and video in order to help get the client to go for that 3rd service, [00:55:04] Dan Smigrod: which maybe Matterport, maybe in the order. [00:55:07] Dan Smigrod: They want photos first, [00:55:08] Dan Smigrod: maybe they want video second, Page 56 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:55:10] Dan Smigrod: maybe they’re going to get Matterport. [00:55:12] Dan Smigrod: Then if you can say and if you do my bundle photos, [00:55:16] Dan Smigrod: video, and Matterport, [00:55:18] Dan Smigrod: I will include floor plans. [00:55:20] Dan Smigrod: On your rate card, that might be a $249 item. [00:55:25] Dan Smigrod: All you wanted to really do with the floor plan, site plan, [00:55:28] Dan Smigrod: 3D floor plan was get your client to buy into your bundle. [00:55:33] Dan Smigrod: You’re already going to drive to that location, [00:55:36] Dan Smigrod: you’re going to be there, [00:55:39] Dan Smigrod: and you want to maximize the amount of money that you’re going to earn for that job. [00:55:46] Dan Smigrod: You may only be able to shoot two or three jobs a day, [00:55:49] Dan Smigrod: wouldn’t you rather just be on site and get paid for [00:55:52] Dan Smigrod: three different services knowing that something that costs you $16, [00:55:58] Dan Smigrod: that may have a perceived value in your market of [00:56:01] Dan Smigrod: $249 puts you over the top to get photos, videos and Matterport. [00:56:07] Dan Smigrod: I did mention that, [00:56:09] Dan Smigrod: I speak in nines, [00:56:10] Dan Smigrod: there’s a lot of research about price points. [00:56:14] Page 57 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: If you’re presently charging an even price of $10, $20, $30, $40, [00:56:18] Dan Smigrod: consider adding a nine, [00:56:20] Dan Smigrod: just Google marketing related to nines even in the Forum we’ve discussed it. [00:56:26] Dan Smigrod: You might use floor plans as a way to get pre-payment. [00:56:31] Dan Smigrod: If you want to get pre-paid, [00:56:34] Dan Smigrod: you might be offering floor plans as the mechanism to achieve that, [00:56:40] Dan Smigrod: you might charge per floor. [00:56:43] Dan Smigrod: We do have Matterport Service Providers that do this, [00:56:46] Dan Smigrod: I’m not making this stuff up. [00:56:51] Dan Smigrod: You’re going to go shoot a three-level house and let’s say, [00:56:54] Dan Smigrod: ultimately, you were going to charge. [00:56:59] Dan Smigrod: I’ll make it simple, a $149 for a three-level house to do the floor plans. [00:57:06] Dan Smigrod: Then you can say, [00:57:07] Dan Smigrod: floor plans starting at $49, [00:57:11] Dan Smigrod: that’s $49 per floor.

Steven Kounnas Founder and COO, CAPTUR3D

[00:57:13] Dan Smigrod: If you know you’re always shooting three-level homes for that client in your area, [00:57:20] Dan Smigrod: and it may make sense to position it as $49 a floor, [00:57:25] Dan Smigrod: and then the client goes, “Oh, [00:57:26] Page 58 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: that makes sense,” because they’re thinking, [00:57:29] Dan Smigrod: how hard is it for you to do this? [00:57:31] Dan Smigrod: Never mind that it takes two seconds to place the order with CAPTUR3D. [00:57:36] Dan Smigrod: - But the client’s thinking in their head, well, [00:57:41] Dan Smigrod: if they do two floors are three floors, [00:57:42] Dan Smigrod: that’s going to be more work, [00:57:44] Dan Smigrod: so they would logically charge me more for that. [00:57:49] Dan Smigrod: Think about, particularly if you’re in [00:57:51] Dan Smigrod: a market where you’re typically doing two and three levels, [00:57:55] Dan Smigrod: then it may make sense to charge by floor. [00:57:58] Dan Smigrod: Steven, I saw a little bit of a nod there. [00:57:59] Dan Smigrod: I think you actually like that one a little bit. [00:58:02] Steven Kounnas:

- That’s a good one. I hadn’t really thought about that one,

[00:58:04] Steven Kounnas:

but it makes complete sense from a customer’s point of view,

[00:58:06] Steven Kounnas:

how they’re thinking about the value. It’s a good strategy.

[00:58:09] Dan Smigrod: - Thank you. [00:58:13] Dan Smigrod: Free when X happens. [00:58:17] Dan Smigrod: There’s something you’re trying to get the client to do, [00:58:19] Dan Smigrod: it may be you want them to pre-pay for the next 10 properties. Page 59 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:58:23] Dan Smigrod: Maybe we’re getting to the end of the year and [00:58:27] Dan Smigrod: a client is on a cash basis on their taxes and they had a really great year. [00:58:37] Dan Smigrod: They want to pay you a lot of money in [00:58:41] Dan Smigrod: 2021 before December 31, 2021because they can deduct it from taxes. [00:58:47] Dan Smigrod: You might give them an incentive to say, “Hey, [00:58:50] Dan Smigrod: if you prepay us for [00:58:54] Dan Smigrod: 10 Matterport tours or more for the following year, [00:59:01] Dan Smigrod: then floor plans will be free for all your listings.”

Steven Kounnas Founder and COO, CAPTUR3D

[00:59:06] Dan Smigrod: Again, if you have a rate card that says you charge $249 for that, [00:59:11] Dan Smigrod: a client is thinking, “Well, [00:59:13] Dan Smigrod: I could do 10 pre-paid, that’s $2,500. [00:59:17] Dan Smigrod: Well, that’s cool. I’m going to get $2,500 in value in floor plans and site plans [00:59:24] Dan Smigrod: in the next year and all I need to do is prepay for 10 Matterport towards this year.” [00:59:32] Dan Smigrod: “I like my photographer. [00:59:33] Dan Smigrod: I’m very happy, I know what my volume is going to be. [00:59:36] Dan Smigrod: Again, I had great 2021,” [00:59:40] Dan Smigrod: this is a real estate agent talking, [00:59:44] Dan Smigrod: “I’m on a cash basis, Page 60 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[00:59:45] Dan Smigrod: so I really do want to prepay, [00:59:48] Dan Smigrod: let’s call it $5,000, [00:59:49] Dan Smigrod: to my photographer because I trust [00:59:51] Dan Smigrod: my photographer and I know I’m going to do business with them, [00:59:54] Dan Smigrod: and I can reduce my tax obligation in this calendar year and pick up value.” [01:00:00] Dan Smigrod: That’s an example of free when X happens, [01:00:04] Dan Smigrod: whatever X might be, [01:00:06] Dan Smigrod: and in that case I use pre-payment for multiple tours as an example. Do you like that one? [01:00:11] Steven Kounnas:

- Yeah. That is a good one. There’s also

[01:00:13] Steven Kounnas:

the alternative to that where you have a retainer.

[01:00:15] Steven Kounnas:

I’m not sure if that’s on the list,

[01:00:16] Steven Kounnas:

but you have your monthly retainer at a smaller fixed rate.

[01:00:19] Steven Kounnas:

If you know that a client is doing 10 per month and you’re charging $249,

[01:00:24] Steven Kounnas:

you offer them $1,999 fine,

[01:00:29] Steven Kounnas:

unlimited floor plans in that month and most likely going to cap out at 10 each time,

[01:00:33] Steven Kounnas:

but they’re getting value and you’re getting a locked in retainer as well.

[01:00:36] Dan Smigrod: - Which may be a way to get the retainer in the first place is to say, look, [01:00:43] Dan Smigrod: if you pay me $2,000 a month as a retainer and Page 61 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:00:48] Dan Smigrod: we’ll charge off your projects as you do them against that retainer, [01:00:54] Dan Smigrod: in exchange for that predictability for my income as a photographer, [01:00:59] Dan Smigrod: I’m going to offer you floor plans for [01:01:02] Dan Smigrod: all your listings during your retainer at no charge. [01:01:07] Dan Smigrod: Again, it depends on the client, it depends on you, [01:01:11] Dan Smigrod: your market, but there’s ways to use floor plans where you don’t have to charge. [01:01:16] Dan Smigrod: I think that’s a good example of why you might say, well,

Steven Kounnas Founder and COO, CAPTUR3D

[01:01:20] Dan Smigrod: in our market maybe floor plans are maybe $250, [01:01:25] Dan Smigrod: but I’m going to price them at $399 or $349, [01:01:31] Dan Smigrod: but I don’t actually expect to sell any. [01:01:33] Dan Smigrod: I’m just using them as a tool to get a retainer or to get pre-paid. [01:01:39] Dan Smigrod: That way, I get to show a lot of value to the client because that’s what I would charge [01:01:44] Dan Smigrod: otherwise even if you really don’t expect to actually charge that and to your surprise, [01:01:49] Dan Smigrod: you might actually get that. [01:01:52] Dan Smigrod: I think a lot of photographers tend to under-price themselves, say, [01:01:56] Dan Smigrod: “I’m not worthy, I’m not good enough,” [01:01:58] Dan Smigrod: whatever voices are talking to you. [01:02:03] Dan Smigrod: What a great opportunity to experiment with floor plans as an Add On is Page 62 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:02:08] Dan Smigrod: charge more than you think you possibly could get and you might be surprised. [01:02:16] Dan Smigrod: Sampling, sometimes you’ve [01:02:23] Dan Smigrod: had a conversation with the client upfront [01:02:25] Dan Smigrod: where you’re having so much conversation about photos, [01:02:29] Dan Smigrod: video, aerial, Matterport, [01:02:32] Dan Smigrod: you don’t want to make their brain burst by giving them yet something else to buy, [01:02:37] Dan Smigrod: so offer floor plans after-the-fact. [01:02:43] Dan Smigrod: Go deliver the project that you promised your client. [01:02:47] Dan Smigrod: Then here’s two options that I would suggest. [01:02:50] Dan Smigrod: One is that first time with that client, [01:02:56] Dan Smigrod: when you do that order, [01:02:58] Dan Smigrod: thank them for the business and send them the 2D floor plan, [01:03:02] Dan Smigrod: the 3D floor plan, [01:03:04] Dan Smigrod: the site plan, and just say, “Hey, [01:03:07] Dan Smigrod: thanks for your business, [01:03:09] Dan Smigrod: here it is, no charge. [01:03:10] Dan Smigrod: By the way, if you’d like to order that in the future, [01:03:12] Dan Smigrod: this is what I charge.” Page 63 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:03:15] Dan Smigrod: That’s why when I describe sampling, [01:03:17] Dan Smigrod: that’s a way to, [01:03:19] Dan Smigrod: what did it cost you? [01:03:21] Dan Smigrod: It cost you $16 to send something that had a very high perceived value [01:03:26] Dan Smigrod: as a thank you gift to the client and [01:03:29] Dan Smigrod: that sampling might actually turn into future business. [01:03:32] Dan Smigrod: Then I think the two last things I would describe would be, [01:03:41] Dan Smigrod: for new clients, [01:03:44] Dan Smigrod: you might just offer the first ones free anyway. [01:03:50] Dan Smigrod: Give them something free. [01:03:52] Dan Smigrod: You might tell them that up front when they engage you,

Steven Kounnas Founder and COO, CAPTUR3D

[01:03:55] Dan Smigrod: or if they engage you, [01:03:56] Dan Smigrod: or you might just deliver it as a thank you gift. [01:03:58] Dan Smigrod: I think the last thing that I have on my list, Steven, is differentiation. [01:04:03] Dan Smigrod: You talked about this earlier, [01:04:05] Dan Smigrod: that 2D floor plans, 3D floor plans, [01:04:08] Dan Smigrod: site plans are a way to differentiate yourself as a photographer to your client. [01:04:14] Dan Smigrod: It’s also an opportunity for your client to Page 64 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:04:17] Dan Smigrod: differentiate themselves from a bazillion other real estate agents. [01:04:22] Dan Smigrod: I read an interesting article in The Wall Street Journal this year that there are [01:04:28] Dan Smigrod: more real estate agents in the United States [01:04:31] Dan Smigrod: today than there are actually properties for sale. [01:04:37] Dan Smigrod: That’s a great statistic to get your head around. [01:04:39] Dan Smigrod: There are more real estate agents today than there are properties for sale today. [01:04:47] Dan Smigrod: If you were playing musical chairs, [01:04:49] Dan Smigrod: there’s a lot of real estate agents [01:04:51] Dan Smigrod: that are not going to have a seat when the music ends. [01:04:55] Dan Smigrod: Real estate agents really need help [01:04:58] Dan Smigrod: differentiating themselves from every other real estate agent in their market. [01:05:05] Dan Smigrod: So if you can give them a tool so that when they go into a listing presentation, [01:05:09] Dan Smigrod: they’re not only talking about why are we going to provide you with photos [01:05:12] Dan Smigrod: and video and aerial and this 3D walk around, [01:05:16] Dan Smigrod: but we also do these floor plans and [01:05:19] Dan Smigrod: this three-dimensional floor plan and we do the site plan. [01:05:23] Dan Smigrod: It’s everything to help the agent win the listing, [01:05:27] Dan Smigrod: get bigger premium listings and to repeat that, [01:05:30] Page 65 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: to win more and bigger premium listings more often. [01:05:35] Dan Smigrod: Wow, you can do that with a $16 product from CAPTUR3D. Is that crazy? [01:05:43] Steven Kounnas:

- It is pretty crazy.

[01:05:46] Steven Kounnas:

Just hearing you go through your different strategies,

[01:05:49] Steven Kounnas:

it’s a really good reminder.

[01:05:50] Steven Kounnas:

The game that we are in isn’t necessarily technology,

[01:05:54] Steven Kounnas:

it’s relationships and all the things that we’re

[01:05:56] Steven Kounnas:

doing when we’re speaking with that client is building that rapport to build

[01:06:00] Steven Kounnas:

that relationship for trust because value your services and value

[01:06:04] Steven Kounnas:

your output because what you are creating is immensely

[01:06:06] Steven Kounnas:

valuable both to your client and to their client,

[01:06:08] Steven Kounnas:

whether it’s the virtual tour,

[01:06:10] Steven Kounnas:

the drone, the photos,

[01:06:11] Steven Kounnas:

the floor plan, whatever it may be,

[01:06:13] Steven Kounnas: value.

you’re creating an amazing amount of

Steven Kounnas Founder and COO, CAPTUR3D

[01:06:16] Steven Kounnas:

Don’t hop on the value,

[01:06:17] Steven Kounnas:

focus on the relationship and all those strategies that

[01:06:19] Steven Kounnas:

then went through then are relationship building strategies,

[01:06:22] Page 66 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

whether you’re offering something for free to show,

[01:06:24] Steven Kounnas:

“hey, we can do this in the future.”

[01:06:26] Steven Kounnas:

Or here are a few different options to help you stand out in a crowd.

[01:06:29] Steven Kounnas:

It’s you helping your clients building that rapport and then building

[01:06:33] Steven Kounnas:

that reoccurring business from those individuals and over time,

[01:06:36] Steven Kounnas:

you’re going to have a larger pool of individuals from to work with,

[01:06:39] Steven Kounnas:

but it’s all about relationships.

[01:06:41] Steven Kounnas:

Use these full tools, $16 for a floor plan,

[01:06:44] Steven Kounnas:

it’s not going to break the bank.

[01:06:45] Steven Kounnas:

Use it to build a stronger relationship.

[01:06:47] Steven Kounnas:

Than trying to get every cent out of every deal.

[01:06:49] Steven Kounnas:

Try and use it to make the bigger deal in the future.

[01:06:53] Dan Smigrod: Awesome. I think I would add just one other thought to this, Steven, [01:06:57] Dan Smigrod: is there are so many Matterport Service Providers [01:07:02] Dan Smigrod: that are not presently offering floor plans. [01:07:08] Dan Smigrod: I could practically pull out my hair to go, “oh my gosh.” [01:07:14] Dan Smigrod: Floor plans for $16 is a great example of an Add On that doesn’t cost [01:07:22] Dan Smigrod: the photographer any time [01:07:28] Dan Smigrod: to actually do for the little bit that it took to order it, that’s it. Page 67 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:07:36] Dan Smigrod: It barely cost any money, $16. [01:07:39] Dan Smigrod: So this is a great example of many possible Add Ons to offer clients. [01:07:47] Dan Smigrod: This is the one that absolutely should be added to your repertoire because, [01:07:53] Dan Smigrod: I think we could probably go through the math and say, [01:07:57] Dan Smigrod: “If you’re presently doing Matterport and photos, [01:08:04] Dan Smigrod: adding floor plans might actually increase [01:08:08] Dan Smigrod: your gross revenue for the year by 50 percent or more. [01:08:14] Dan Smigrod: I think, if we actually did a Google Sheet and experimented with [01:08:16] Dan Smigrod: the numbers and we came out and said, okay, [01:08:19] Dan Smigrod: we’re selling the Matterport tour for $250 [01:08:25] Dan Smigrod: and we can get you $125 for 2D, [01:08:31] Dan Smigrod: 3D floor plans plus site plans, [01:08:34] Dan Smigrod: that just increased your revenue by 50 percent and your cost of goods sold,

Steven Kounnas Founder and COO, CAPTUR3D

[01:08:40] Dan Smigrod: $16 is very little. [01:08:42] Dan Smigrod: We only did a little quick back of the napkin example, [01:08:46] Dan Smigrod: so if you’re offering the 2D floor plan separately from the 3D floor plan, [01:08:55] Dan Smigrod: from the site plan, [01:08:59] Dan Smigrod: or you’re charging by floor, Page 68 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:09:03] Dan Smigrod: I hate to make it complex but let’s just say [01:09:05] Dan Smigrod: that through one of those conversations we had, [01:09:09] Dan Smigrod: you can actually end up getting $175. [01:09:13] Dan Smigrod: When you went out and did the Matterport tour for $250 dollars, [01:09:17] Dan Smigrod: that took you time to do. [01:09:21] Dan Smigrod: Floor plans don’t take any time of the photographer. [01:09:26] Dan Smigrod: I just have to say, [01:09:28] Dan Smigrod: for every Matterport Service Provider, [01:09:30] Dan Smigrod: I challenge you to figure out a pricing strategy that works for you and experiment. [01:09:37] Dan Smigrod: It doesn’t have to be that when you come up with a pricing strategy, [01:09:42] Dan Smigrod: that you got to live with it forever. [01:09:46] Dan Smigrod: Test and learn and see which one is [01:09:48] Dan Smigrod: the right price point or the right strategy or the right bundle that works for you, [01:09:53] Dan Smigrod: because floor plans has the potential to increase [01:09:57] Dan Smigrod: your annual gross revenue by 50 percent. [01:10:03] Dan Smigrod: I don’t think I’m making that up, [01:10:04] Dan Smigrod: I think that that’s actually doable, if not more. [01:10:10] Dan Smigrod: Steven, anything new that CAPTUR3D is working on,

Page 69 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:10:17] Dan Smigrod: we’ll put a bow in floor plans and move on. [01:10:21] Dan Smigrod: Anything else exciting that CAPTUR3D as coming that, [01:10:25] Dan Smigrod: we haven’t previously talked about in one of our shows together? [01:10:29] Steven Kounnas:

Yeah, there’s always a lot that we’re working on,

[01:10:31] Steven Kounnas: for weeks,

but we can also speak about floor plans

[01:10:34] Steven Kounnas: in it.

I think, because there’s just so much value

[01:10:37] Steven Kounnas: Really excited about a number of the new features that we’re about to be [01:10:39] Steven Kounnas: sneak peak for

Steven Kounnas

releasing on CAPTUR3D and it’s a bit of a

Founder and COO, CAPTUR3D

[01:10:43] Steven Kounnas:

our next show that would be running with We Get Around

[01:10:46] Steven Kounnas:

Network - WGAN-TV Live at 5 - in the not-so-distant future,

[01:10:49] Steven Kounnas:

just going to book it in then,

[01:10:51] Steven Kounnas:

is around our Creator Studio,

[01:10:53] Steven Kounnas:

which is the suite of services that we’re creating with Matterport’s SDK and API.

[01:10:59] Steven Kounnas:

We’ve bundled it all into what we are pointing as our Creator Studio.

[01:11:02] Steven Kounnas:

This is the virtual staging with a huge update to its efficiency and optimization.

[01:11:07] Steven Kounnas:

You may have tried some other virtual staging services in

[01:11:09] Steven Kounnas:

the past and a mobile that it seemed to work very well, they’re quite laggy.

Page 70 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:11:13] Steven Kounnas:

We’ve got an amazing implementation that’s solving for that,

[01:11:16] Steven Kounnas:

which we’re really excited about.

[01:11:18] Steven Kounnas:

Media embed and our photos,

[01:11:21] Steven Kounnas:

which we went through earlier today.

[01:11:23] Steven Kounnas:

Our location-based audio.

[01:11:25] Steven Kounnas:

I’m really excited about this one,

[01:11:26] Steven Kounnas:

picking certain sweeps and placing audio tracks on top of them.

[01:11:30] Steven Kounnas:

As you move through a space, the museum,

[01:11:32] Steven Kounnas:

they fed the information of what you’re looking

[01:11:33] Steven Kounnas:

at and how you’re moving through that area.

[01:11:36] Steven Kounnas:

Custom tags, which allows you to change the icon,

[01:11:39] Steven Kounnas:

website embed, photo galleries,

[01:11:42] Steven Kounnas:

be able to click on a tag and have different sizes pop-up

[01:11:45] Steven Kounnas:

and different colors and a whole bunch of different animations through that process,

[01:11:49] Steven Kounnas:

changing the font, changing the language,

[01:11:51] Steven Kounnas:

and all the pieces around that as well.

[01:11:53] Steven Kounnas:

We are just days away from releasing all of

[01:11:56] Steven Kounnas:

these items into our Beta release space within CAPTUR3D.

[01:12:01] Page 71 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Steven Kounnas:

If you do want to get involved,

[01:12:02] Steven Kounnas:

we’ve got a Facebook group which is CAPTUR3D Community Group,

[01:12:06] Steven Kounnas:

CCG, please join there.

[01:12:08] Steven Kounnas:

A lot of deals go up there as well for floor plans and

[01:12:10] Steven Kounnas:

everything else and you get early access to our features.

[01:12:13] Steven Kounnas:

There’s going to be a small announcement in the next week also on our Connect tool,

[01:12:19] Steven Kounnas:

around wayfinding, which is about to hit the market.

[01:12:21] Steven Kounnas:

Really excited for that as well.

[01:12:23] Dan Smigrod: Awesome. I would say to our WGAN-TV viewers, [01:12:29] Dan Smigrod: if you’re interested in wayfinding, [01:12:32] Dan Smigrod: augmented reality, Steven did a show. [01:12:35] Dan Smigrod: He’s probably spent an hour talking with us about CAPTUR3D, [01:12:44] Dan Smigrod: I should say with the spelling, [01:12:45] Dan Smigrod: is CAPTUR3D, I struggle sometimes, so CAPTUR3D. [01:12:53] Dan Smigrod: I may be a little bit redundant there. [01:12:55] Dan Smigrod: CAPTUR3D, Steven did about an hour of WGAN-TV, [01:13:00] Dan Smigrod: speaking about Augmented Reality, AI, [01:13:03] Dan Smigrod: which wayfinding is one example of that.

Page 72 of 78

Steven Kounnas Founder and COO, CAPTUR3D

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:13:09] Dan Smigrod: If you’re interested in that show, go to: www.WGANForum.com [01:13:15] Dan Smigrod: Go search the tag section of the Fourm - tags - and just put in CAPTUR3D [01:13:24] Dan Smigrod: that’s one way to find all the posts about CAPTUR3D, [01:13:28] Dan Smigrod: or in the subject line you can put in CAPTUR3D, [01:13:32] Dan Smigrod: probably, AI and CAPTUR3D augmented reality and probably pick up that topic. [01:13:37] Dan Smigrod: Since we do transcribe all the shows, [01:13:40] Dan Smigrod: you could even type in [01:13:41] Dan Smigrod: “WGAN transcript” and you’d [01:13:45] Dan Smigrod: likely be able to scan the list of previous shows with CAPTUR3D in it. [01:13:52] Dan Smigrod: Wow, Steven, [01:13:53] Dan Smigrod: you mentioned some really exciting things. [01:13:56] Dan Smigrod: All those things you’ve described that’s part of [01:13:59] Dan Smigrod: CAPTUR3D Creator Studio and so we [01:14:02] Dan Smigrod: should do a show on that WGAN-TV Live at 5, that’s awesome. [01:14:06] Dan Smigrod: I think what I heard - which is just awesome [01:14:09] Dan Smigrod: that adding audio to an individual scan. [01:14:14] Dan Smigrod: As I move through the space, [01:14:15] Dan Smigrod: perhaps a museum, [01:14:16] Page 73 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: and I’m standing in front of a painting just by stepping up to the painting, [01:14:24] Dan Smigrod: get the audio tour for that painting. [01:14:27] Steven Kounnas:

That’s correct. Then, you can also group a number of sweeps together.

[01:14:31] Steven Kounnas:

If we go back to real estate,

[01:14:32] Steven Kounnas:

you could group the kitchen, and the laundry room,

[01:14:35] Steven Kounnas:

and there’s sweeps so when you enter in that space,

[01:14:37] Steven Kounnas:

you’re taught about the bench tops and things and

[01:14:39] Steven Kounnas:

then talk about other areas when you move into it.

[01:14:42] Steven Kounnas:

We are really excited about this feature going live.

[01:14:44] Dan Smigrod: Awesome. Then, I think I heard that MatterTags can be color... [01:14:51] Dan Smigrod: There’s some variations that Matterport doesn’t offer, [01:14:55] Dan Smigrod: that CAPTUR3D is offering. [01:14:59] Steven Kounnas: ble space.

We wanted to make it a more customiza-

Steven Kounnas Founder and COO, CAPTUR3D

[01:15:03] Steven Kounnas:

Think of it as almost Google Docs now.

[01:15:06] Steven Kounnas:

Customize your font, your colors,

[01:15:08] Steven Kounnas:

your languages, and then even with your embedding into it, being a lot easier.

[01:15:12] Steven Kounnas:

Photo galleries, websites, or within a tag,

[01:15:14] Steven Kounnas:

rather than taking you out of the tour,

Page 74 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:15:16] Steven Kounnas:

our goal is to get people to spend as much time in

[01:15:18] Steven Kounnas:

the tour as possible rather than taking them elsewhere.

[01:15:25] Dan Smigrod: That sounds, if I have photos, [01:15:27] Dan Smigrod: I won’t have to host the photos someplace else. [01:15:31] Steven Kounnas:

... Place them into CAPTUR3D and then

[01:15:34] Steven Kounnas:

create your photo albums through there.

[01:15:37] Dan Smigrod: If I had been struggling, [01:15:38] Dan Smigrod: for we’re to host my digital assets such as the photo or even a 360, [01:15:47] Dan Smigrod: that I could host the 360s, host photos, [01:15:49] Dan Smigrod: host documents, all within the CAPTUR3D platform. [01:15:54] Steven Kounnas:

That’s correct.

[01:15:55] Dan Smigrod: Then have them embedded in the MatterTags. [01:15:58] Steven Kounnas:

That’s it.

[01:15:59] Dan Smigrod: That’s awesome. I’m looking forward to that WGAN-TV Live at 5 show on [01:16:05] Dan Smigrod: CAPTUR3D Creator Studio and we’ll post in the www.WGANForum.com when we schedule that. [01:16:12] Dan Smigrod: Is that cool? [01:16:13] Steven Kounnas:

I’m adding two hours for that one.

[01:16:15] Dan Smigrod: Really? Page 75 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

[01:16:16] Steven Kounnas:

No, no, I’m kidding. We’ll see how we got.

[01:16:18] Steven Kounnas:

It’s always good catching up and that’s why.

[01:16:20] Dan Smigrod: I love visiting with you. [01:16:22] Dan Smigrod: You always have such great stuff to the show for CAPTUR3D. [01:16:27] Dan Smigrod: Again, I just leave, maybe, [01:16:29] Dan Smigrod: the last thought before I ask you for your last thought. [01:16:32] Dan Smigrod: My last thought is, [01:16:35] Dan Smigrod: we’ve covered a lot of ground on: 7 Strategies to Sell [01:16:39] Dan Smigrod: Floor Plans as an Add On with CAPTUR3D.

Steven Kounnas Founder and COO, CAPTUR3D

[01:16:43] Dan Smigrod: If you’re not presently a CAPTUR3D customer, [01:16:47] Dan Smigrod: run, don’t walk, [01:16:48] Dan Smigrod: to take advantage of a $90 free credit with CAPTUR3D. [01:16:54] Dan Smigrod: It’s good for five free CAPTUR3D floor plans and they [01:16:59] Dan Smigrod: get back change because you won’t even spend the full $90 on five floor plans, [01:17:05] Dan Smigrod: or you can use it [01:17:06] Dan Smigrod: on one of the other CAPTUR3D services, [01:17:12] Dan Smigrod: such as photo editing, [01:17:16] Page 76 of 78

WGAN-TV | 7 Strategies to Sell Floor Plans as an Add On with CAPTUR3D | Thursday, September 9, 2021

Dan Smigrod: lots of different services that CAPTUR3D offers. [01:17:20] Dan Smigrod: Use the WGAN affiliate link for CAPTUR3D, it’s www.WGAN.INFO/CAPTUR3D [01:17:32] Dan Smigrod: Steven, before we say bye, [01:17:33] Dan Smigrod: anything else that we should talk about in today’s show? [01:17:37] Steven Kounnas:

I think we’ve covered it all. But just to reiterate.

[01:17:40] Steven Kounnas:

Using floor plans to build relationships is

[01:17:42] Steven Kounnas:

probably the most useful thing that I learned when I was a MSP.

[01:17:46] Steven Kounnas:

It creates a lot of value for your customer and if you can

[01:17:47] Steven Kounnas:

offer tools for free to win more listings off them,

[01:17:50] Steven Kounnas:

it’s probably the most beneficial thing I could suggest.

[01:17:54] Dan Smigrod: Awesome. Steven, thanks for being on the show today. [01:17:57] Steven Kounnas:

Thanks for having me. It’s always been great.

[01:17:59] Dan Smigrod: We’ve been visiting with Steven Kounnas. [01:18:01] Dan Smigrod: Steven is the Founder and Chief Operating Officer [01:18:05] Dan Smigrod: for CAPTUR3D based in Melbourne, Australia. [01:18:07] Dan Smigrod: For Steven, I am Dan Smigrod, [01:18:10] Dan Smigrod: Founder of the We Get Around Network Forum and you’ve been watching WGAN-TV Live at 5.

Page 77 of 78

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