2. 3 High Level Goals for Today’s Training
1) You know what key fields are needed to create a
“Complete Record” and how that information benefits
you.
2) You have a clear follow up workflow to maintain
ongoing communication with each lead that prevents
you from missing sales opportunities.
3) You know how to use your PropertyBase homepage
to find sales opportunities and increase your income.
3. Complete Record in CRM
1) First and Last Name
2) Home Address
3) Email Address
4) Phone Number
5) Source of Business
6) “Comments” / “Notes” fields
7) RER – Real Estate Relationship: homeowner, non-
homeowner, investor, etc
8) Sales Status: Lead, Prospect, WA, RWA (“Sales Funnel”)
9) Set a “Future Task” for your next follow up
10) Send Locationshawaii.com access and Create NECE or
LHV
4. “Funnel Down and a Ladder Up”
Your most important clients, and most high value actions
are in the portlets at the top of your homepage. (Funnels
down)
The portlets towards the bottom, are where you can create
new opportunities for your self by contacting your
leads/clients and giving them reasons to engage with you
and transact (Ladder Up)
5. Key Fields to Track your
Client Interaction
• “Comments”--1 line that immediately reminds
you of who that person is
•“Notes”—More detailed than comments.
Specific information about that person, their
family, their specific situation and needs
•Log a Call—Used to document a specific
conversation/interaction
6. Key Fields to Track your
Client Future Interactions
• “Task”—specifically used to schedule your next
follow up with that person (always scheduled for
a future date)
•“Meeting”—Scheduling a future in person
event ex: Buyers consult, Listing presentation,
Upcoming Seminar (links to your outlook
calendar).
