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hey guys Jeff home here it's Friday happy Friday to you I wanted to do a little whiteboard stuff base to whiteboard Wednesday's but hey I have a hard time sticking to a schedule what can I say I'm not disciplines maybe I should be but I want to talk today about the CRM sales process how to map it out how to assign roles and if you're new you're gonna be doing everything right create over the grade all the way through the process so I have my fancy lecturing pointer so I can reach and we're gonna walk through this process now I like to use podio as my CRM you can use any CRM that your bike the CRM that's gonna work best is the one that you use okay so that's going to be the key point so the process by the way is all within your CRM as a sales process but but it's tracked through stages within your CRM so you can track these metrics you can see how many leads you have where within all the different stages and that's pretty cool because then you can know where you need to focus your time etc so let's start with prospecting now I've done other videos about marketing so marketing is prospecting right there's a million different ways to get ladies however we need to be very very clear is that only leads come in to your CRM don't have prospects in your serum if you pull a list of tax delinquent and whatever zip code those are prospects they're not leads and there's different categories of leads and I was at I'll give Jeff over a shout-out yesterday I like to his definition of a lead elite has a time frame now he looks at it as getting the listing right or working with a buyer buy a home I think it's the same when you're looking at wholesale and are doing in buster deals heads they have to sell within a certain period of time and let's say 60 to 90 days so to me that's a good lead now that lead could be hot warm or cold they could still on retail you can't get equity even as a million different situations that makes a lead now the hot late however a new lead comes in okay so what happens when that new lead comes in let's say it comes from a cold calling and outbound cold calling VA right to do a pre-screening that to that lead and they said they want to sell the property at one to three Main Street okay so the link comes into CRM you'll get notified and now what you do right we try to engage with that lead you're gonna call text email whatever information you have at your fingertips to try to get that seller laid on the phone same applies if it's direct mail if it's direct mail it's going to come right into an engagement right they've responded to your direct mail they're calling you back other forms of course they fill out a Facebook form if you're doing Facebook ads etc etc bandit signs on all those different things so the point is is you want to engage now with the lead and it's key it's interesting what I found is that some leads I could have a full conversation give them an offer all through text messaging right other leaves they want to get on the phone and tell me their life story so you're gonna attempt all these different three modes and I'm going to add on here for effects Facebook don't disregard Facebook Messenger if you have a lead that you cannot get in touch with look them up on Facebook and engage that way I mean that that is people are very comfortable now with Facebook Messenger and so that's another medium that I forgot that another that I just added now the other thing is once you've engaged with that lead which by definition is you've had a phone conversation or a text conversation or any type of conversation with that lead and if you don't have my perfect sellers script downloaded but that's really really gonna go through the script with that lead to ultimately get to the point of making them a verbal offer or a text offer and then put 75 percent here because that's gonna be 75 percent of the leads we'll get an offer there's going to be certain leads and that's just a relative number it could be a hundred percent and actually you should strive an every lead that comes in gets an offer so that really should be a hundred percent but there's gonna be a few people that when you get them on the phone you're gonna disqualify them run away they're gonna go into the dead category and we'll talk about that stage in a second so let's kind of recap where we've been so we have the stage of new leads well okay let's I had five new leads yesterday I have attempted to contact all five of them right even you but let's say - you couldn't get in touch with so now you got to sitting here but three you have phone calls with right and one of them you disqualify him to put up into a deadly now a dead lead to me it's interesting people are interesting right so deadly that's different than follow up and let me kind of explain kind of a rational with my thoughts behind that so let's kind of go back to when we have a conversation with the link so the point of that conversation is to really find out their motivation level by presenting them with a ballpark offer a wholesale offer you know 70% of market value less rehab less hostilities the traditional offer to see where I can go next with that with that seller mate that's really what we're we're we're trying to find out right so there's when we're on the phone with them we're gonna try to find out about the house we're gonna run some comms we're gonna give them an offer okay from that offer we can go four different ways they can be dead they could be in a follow up more information required we'll come back to that in a second or they agree to your offer now if they breed your main offer you need to give them a formal offer as soon as you can whether you drive them into their house if they got an email or send it to them from to electronically sign you can just send the Mobile Notary to their house however it is um but if they say yes let the phone this needs to happen ASAP and then we'll go on to the next stages in the second let's say I'm gonna give you an example let's say I run my mail offer and I give an offer fifty thousand dollars let's say the ARV on the home is 100 110 all I needs a twenty twenty Kay a rehab you know I'm from 50 and they say no no you know 50 is okay but probably I need more like 60 or 70,000 okay so that kind of goes in the bucket bucket of more information required now more information required is an appointment to go to the house and really get a good feel on the condition of the house and in that appointment maybe you can work them back down to 50 maybe there at 60 or 65 you can work them back down pointing out some things in the house that you see maybe you have a cash fire that's looking for a rental and then 60 or 65 thousand it's a good fit so before you tie that thing up you call up your bio friend and say hey I got this deal in epsilon e I think you might like it it's not wholesale price but it's equity you know you're in 80 85 percent what do you think Joe you know you know that kind of conversation so that's where now these these activities by the way in every single stage except for dead there should always be a follow-up task get that is so key I didn't I didn't talk about that I shouldn't have earlier so if I get up the phone with somebody and it's you know 60,000 would think verbally told me they'll take I'm going to crunch the numbers as a buying whole with adding my assignment fee to sell it let's say 70 grand and see if I have a buyer that would be interested in that so that's that's a task for me now that I need to complete I would say within a couple within the hour you can say worst case within 24 hours okay now um let's say you make this offer to the lead and like I said the retail price of that properties 110 thousand and you know they're just not biting you're not getting anywhere with getting a below market value you ask them what their price expectation is they say I don't know whose the estimate says 115 you give them an offer 50,000 and they start laughing they're like what are you freaking crazy my home is worth 110 thousand dollars I would never sell it for 50 grand those people you put up on a drip follow about okay the reason you do that and this should be automated it's either delegated which creates automation or it's automated by tools right email campaign tools and things like that and you should be reaching out for them every 30 or 45 days and the engagement is very very simple it could be a text that can be an email hey we spoke previously about your property um and my board is an inverse Janet oh it's because I'm taking it I wonder if I should turn it the other way hold on time out here hey you know I'm trying to get better at this stuff let's turn you around that's probably better the person I love okay prospecting creates ladies ladies you have to engage with those things you have to intend to engage those leads by calling texting emailing their Facebook messaging that once you have engaged with the league which is literally a phone conversation you're going to present with an offer from that point they're going to four different stages so we were at drip follow-up right these are leads that aren't ready to sell and a discount they just want to retail but I'm waiting for how that happens my message say that then we've said but shoot happens with people right so let's say hey I'm only gonna sell it for retail 110 thousand I gotta turn it in it there can be 1,200 bucks I got no issues but I want that guy to stay in my database I wanna reach out to that guy on a regular frequency because when when it goes to hell in a handbasket is the old saying goes oh I want I wanna be top of mind I want him to reach out to me and and try to help them out on the Selma's property the tenant trashes it if there's a fire if there's all different types of situations now what you have to realize these leads are going to move in between these stages so as you're working a lead Amina so they may sign a formal offer and they may go backwards and say I really I just you know I want to be released out of it which you have to do I mean you could sue them if you wanted to but I don't think it's in your best business interest um you know they may go from a follow up to now an engagement call again three months down the road to going to a formal offer being sent you know he's maybe they'll attend them about so just keep in mind that your legs are going to move in and out of these stages once they go dead I don't do when you follow up without an identity there's something says don't never ask them call me again I don't know why I'm talking to you with every other meeting like people are kind of my raid or are pissed off it's not worth your time we're heading to call them back okay so once we have the four belong percent and the offeror sign that's the next thing but we set out the offer via you know doc you selling or however you want to do it and then they offer a sign so that's the next stage now the next thing you have to do is get that deal mark did if you're wholesaling the property well we could call this due diligence if you're flipping the property right but I just I just go within that we're we're marketing the property out we're gonna find our cash buyer and then we're going to get the deal assigned now what I'm not showing here but what happens in reality is that we'll market this deal out and we can't sell it price is too high we've tested the market the market says no so we may have to come back here or actually back here to sending them an addendum or a new formal offer and a reduced price you know something like that to try to create a home can you know cash buyer these are we're kind of working that in tandem where we have a cash buyer that's interested but the price is too high if you can get it down ten then I'll buy it and then you know that's kind of how we work this process so ultimately then the deal of the Sun and then title is order here we fish we open up escrow I love that we're in escrow and then once all that process is done we're closed for profit right so you can track the stage from a lead all the way through the process and what's really interesting is I talked about this a lot in other videos we have a lot of leads and it takes six months to go from here to here and that's just reeling in the business so I goes back to building your pipeline going to having having a good robust process system in place to take your leads through the sales process continuously and then uh hopefully they're getting more of those each month now let's talk about roles and responsibilities so you can outsource every single after this if you want to just run a whole stay on the business without doing the work right now and I talked to people about that I can probably seen other videos of me um the first thing when it comes to prospecting this is the first thing that outsource ok so if you're on a dialer today yourself I would have a be a do it for you if your hand writing letters yourself go to a mail house ok because you want to focus on this this is the acquisition side so this is the acquisition side of the business and this is the disposition side and this is the closing in TC side or the transaction coordinator doing all this work right so you can hire an acquisition manager you can hire a disposition manager you can hire one than those both and they're responsible for this whole process except for one thing there's strict follow-up should be this marker stuff this drip ball follow-up should be a VA or an email tool you don't want your acquisition managers sending a bunch of random text messages just to see to see if potentially that lead is ready to reengage this should be an automated process and I think that you want to call me here a message moving company more where if they do reengage and comes back to the acquisition manager to then hopefully get a formal offer signed right I mean that's kind of the idea so that is the serum sales process I can't see your questions because I you had a reverse of bone around but if you have any questions comment below and what this helps have happy Friday have a great weekend