Your 2,000 contacts sit across fifteen behaviour patterns. Each one transacts on a different clock, at a different cheque size, with a different trigger. The model tags every contact into one of these and scores accordingly.
Cycle: 5–7 year upgrade window. Kids growing, school changes, divorce, relocation, second-home interest. Trigger to re-engage: life event (job change, kids' school stage), neighbourhood comp moving sharply, market shift. Expected commission band: AED 50k–500k+ depending on property class. Opener angle: equity update ("a 4BR on your street sold north of what you paid"), market check-in, comp valuation offer.
Cycle: roughly 60% bought again in Dubai within 18 months of selling. The rest left. Trigger: DLD shows them as current owner of a new address = they bought (sometimes through another agent). Re-engage to win back. Expected commission band: AED 50k–500k+. Opener angle: congratulations on the new place, offer to handle the next move.
Cycle: annual renewal window. Standard tenancy contract runs 12 months in Dubai. Trigger: 30–60 days before lease end (Ejari date), or family expansion / contraction signals. Expected commission band: AED 10k–60k per let, renewal commission often higher because lower acquisition cost. Opener angle: "renewal coming up?", offer rate-check against market, upsell to bigger unit, ownership offer.
Cycle: portfolio rotation. HNW landlords rebalance every 3–5 years. Trigger: new tenant placed (recurring fee), property vacant longer than 60 days, market shift on their building. Expected commission band: AED 50k–500k+ per disposal, recurring management fees on top. Opener angle: portfolio review, yield comparison, off-market acquisition opportunity.
Cycle: 2–3 year handover cycle, repeat-investor pattern. Trigger: developer launch, handover date approaching, secondary-market value moved on their unit. Expected commission band: AED 50k–200k per unit, repeat business is the gold here. Opener angle: new launch heads-up, handover-time decision (rent / sell / occupy), off-market resale interest.
Cycle: opportunistic, life-event triggered. Trigger: any life signal — promotion, baby, move-back-from-abroad, divorce, inheritance. Expected commission band: AED 15k–500k+ depending on what they ultimately buy. Opener angle: light-touch, "circumstances may have changed", warm market update.
Cycle: recurring. Renew, upsell, refer. Trigger: quarterly check-in cadence, end-of-contract anniversary, complaint or compliment. Expected commission band: AED 6k–25k per unit per year recurring + referral upside. Opener angle: performance review, yield update, additional service offer.
Cycle: seasonal. Q4 + Q1 is peak. Trigger: occupancy dip, ownership change, regulatory change (DET licensing). Expected commission band: 15–20% AUM if you co-host, or one-off setup fee. Opener angle: yield benchmark vs neighbouring units, licensing help, hand-off-to-pro offer.
Cycle: continuous, co-broke driven. Trigger: they have a buyer, you have inventory (or vice versa). Expected commission band: 50% of either side, AED 50k+ per deal typical. Opener angle: specific listing match, market intel exchange, dinner.
Cycle: continuous, referral exchange. Trigger: they have a financed buyer needing inventory; you have a buyer needing pre-approval. Expected commission band: referral fees both ways, indirect leverage. Opener angle: specific client referral, lender-rate intel, co-event.
Cycle: continuous, referral exchange. Trigger: transaction in motion needs legal; legal client needs broker. Expected commission band: indirect, deal-quality multiplier. Opener angle: transaction-specific intro, niche expertise (offshore structuring, family-trust ownership).
Cycle: continuous, supply-side leverage. Trigger: launch event, inventory clearance, exclusive allocation. Expected commission band: primary commissions 3–7%, scarce inventory access is the real prize. Opener angle: specific buyer fit, allocation request, partnership renewal.
Cycle: continuous, reciprocal. Trigger: client project pipeline, ad-hoc need, post-handover work. Expected commission band: indirect, referral economy. Opener angle: specific job intro, post-completion check-in.
Cycle: continuous, network compounding. Trigger: event-driven, not commercial. Expected commission band: indirect, but disproportionate referral generation. Opener angle: social, never transactional.
Cycle: none. Skip. Trigger: none. Expected commission band: zero. Action: removed from working pool, archived in Goyzer with reason.
Three signals combine:
After your pass, the segment is locked. The score builds on top of that lock.
Treat all 2,000 the same and you get a generic newsletter. Segment them properly and you get a different message strategy per group: lease-renewal reminders for tenants, comp-update for past buyers, launch alerts for off-plan investors, dinner invites for social. Same database, fifteen different campaigns.
The fifty in the deliverable are picked across segments, weighted toward where the model thinks your near-term revenue lives.
Part of the Articulate AI proposal library for Paul Lunghis. Back to the main proposal or the library index.