ORGANIZING YOUR CRM PART 6/6: SALES AND FULFILLMENT
What do you do with clients you have met with or actually brought under contract? The final video of our six-part series about organizing your CRM will walk you through exactly this process!
If you didn’t have the chance yet, make sure to check out part 1/6 about organizing new leads, part 2/6 about A, B, C and D buckets , part 3/6 about Long Term Nurture , part 4/6 about Behavior Based Follow Up and part 5/6 about your sphere and clients.
The sales and fulfillment phase will be organized in your CRM. To organize efficiently, it can be useful to break this part down in buyer consultations and listing presentations:
Buyer consultation: At The Novak Team at eXp we organize buyers into three different lists: The "buyer consultation needs to occur", "the buyer is not pre-approved", and "the buyer is pre-approved and we are ready to show homes".
Each of these lists has different follow-up procedures with different follow-up sequences so we can help our clients to get pre-approved, find the right house and get under contract. You might not be surprised that there is a direct correlation between the number of homes shown and the time needed to get a client under contract!
Listing presentation: We are following up with sellers starting in the "prelisting phase", catch up with them every week when they are "active seller" and keep them updated once they are in the closing phase. For example, our pre-listing plan is six weeks long - here we are helping our sellers to get their homes ready to list, stage and show.
On both buyer and seller side, pending-campaigns make a weekly follow up by transaction coordinator and agents easy. Our coordinator is calling each buyer and seller once a week and keeps them posted about what's currently happening. Our agents are checking in with pending clients every Friday to make sure your client feels well taken care of.
Our follow-up plan at the Novak Team at eXp:
Buyer, showing homes - 2x a week
Seller, pre-listing - 1x a week call from agent, emails from LC to keep them on track
Active seller - 1x a week each Monday
Pendings - 1x a week agent, 1x a week TC
Having this integrated into your CRM will make this process easy for all sides!
If you didn’t have the chance yet, make sure to check out part 1/6 about organizing new leads, part 2/6 about A, B, C and D buckets , part 3/6 about Long Term Nurture, part 4/6 about Behavior Based Follow Up and part 5/6 about your sphere and past clients.
If you have any questions about this, the Novak Team or eXp: Shoot me a message! I am happy to help!
