Empower Your Business with Deal Flow CRM for Technology Industry

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welcome everybody I am David Monroe CCIM on the panhandle district president for Florida I'm also the Florida Chapter technology chair as well as an employee of real necks most of you know me some may not I've met some of you and haven't met most of you like Francisco Yuma do a good friend of mine just jumped on so glad to see everybody here what we're going to discuss today is how the deal flow works using the full reel next week we've done some training on just the CRM we've done some training on just market edge today I'm gonna show you how the deal flow works using all of it keep in mind doesn't matter whether your tenant rep investment sales or whatever you're doing the deal flow is basically the same so I'm logged in right now and all right so let's get going this is since everybody says they can see my screen the CRM when you get a property let's say you either got a referral from somebody or you met someone at a networking event and you want to get them in the system so the first thing we do is we start at the property level not at contacts always start at the property level the reason I say that is we're a commercial real estate software not a contact software and even though it's considered a contact relationship management system it's all about the properties so if you think about every single property in the country has an owner but every single individual in the world doesn't have a property so if you think about it that way you'll start the mindset that everything starts at the property level so we get that opportunity from either that referral or somebody we met so we want to add that new property everybody knows how to add the property here the key thing is that now I can add the owner so if this owner is new to my system I can now go new contact and I can add the owner in here and then I can also put their company in so if their company is new then I click new company again and so now I get the company in I hit save and now the company's attached to the contact I get the contact in hit save and now the contacts attached to the property I get the property in hit save and now the property is in once you hit save this screen is going to come up so now you finish in adding the information for that property you want to put as much information about that property that you have inside of here if it's a multi-family property you can go to units and you can add the unit mixes here I wouldn't try adding all 150 units if it's 150 unit apartment complex just do the unit mixes if it's a commercial property go to spaces and add your commercial spaces here now here I would add every single space that is in that commercial property and spaces when you add here will automatically create a new space in spaces here units will not spaces will spaces is for commercial properties so now you've got the property in you've got all the information about it you've got the contact in and that contact information so now we need to create the project so we come over here a project because we have a listing opportunity for this property so we click add new we go ahead and give the project a title we put the client that contact we just added go ahead and add them so this in your system is gonna say listing when you first see it it's not always going to be a listing so what I recommend is if you're on a PC right click where it says listing click on field definition and chain the property that way it's more a little more clear it really wants a property they're not necessarily a listing now we're working towards a listing but we don't we may not have it yet so change that the property on a Mac I think you have to push both fingers down on the forward part of the mouse and it will do the same thing I don't use a Mac but I've been told that's what it will do get the rest of your information in about that project go ahead and put the probability that you think it will it will close an estimated closed date a deal amount size and what Commission you think you're gonna get this way you can track your pipeline that's that's key here and then any notes about this project you can add the project to a group if you want to make it searchable in a group later and then go ahead and hit save all right so that creates the project once we've got the project created we go back to the property and I'm just gonna pick any property here and then we're gonna click the analyze button so now we've got the property in we've got the contact in we've got the ownership entity and it's all linked we've created the project the project is now linked to the owner and the property and so now we want to go ahead and create that proposal to get this listing so we click analyze and what that'll do is that will take all the property information that you've currently have that's why I said you want to fill as much of this in as possible that you have to include your space your units and your spaces if it's a unit if it's multifamily spaces if it's commercial because these will come with it and that will take you down to market edge investment tools all right so once it gets down here and we're going to use summit apartments because this is my good demo property that I've created so once it gets down here now we have the ability to either create just a marketing package and proposal or if it's an investment property we can create a financial model a pro forma create an investment analysis and attach it to the proposal see most of you have seen how to go through and all this information came from the CRM so again have as much of it filled out as possible you can then fill in the property description property overview location overview down here you don't have the ability to put that in the CRM this is additional this is now your marketing statements and then you can start your financial analysis if that's what you're going to do if you haven't done one yet and hold on Greg I'll answer your question in a second if you haven't done a financial analysis yet or you haven't seen me do this because we really don't have time to go through it today click the guide me come down here and what are you doing are you doing a development analysis are you doing a multi-family and office and industrial or commercial commercial would include retail if you're doing hospitality or self storage use the multifamily if you're doing retail use commercial ok these will walk you literally through step by step and right now we're on the general tab so we click general it'll literally walk you through and tell you what you need step by step all the way through the entire process and it will take you all the way to the output so we're not going to go through that right now let's get Greg's question answered he says how much of this is customizable so these terms that are in the viewer itself you cannot customize these from here once you get into the output section you can change what information shows what information doesn't and you can then change these names from the output does that answer your question Greg while I'm waiting for him to answer that see how about making your own fields and labels we'll show you how to do that once you get to the output tab that actually is pretty easy to do you can't do it from here this is fit but when you get to the output you do have the ability to modify that okay all right so that will take you through the guide me the financials the income expenses and then lead you to the projections so one thing I do want to show you two things really is in financials once you get all the information in from guide me filled out and you get your income and expenses in come back to financials if you're being a good CCIM and you want to make your loan as accurate as possible we know that the lenders are going to require the minimum of loan-to-value or debt coverage ratio so to do debt coverage ratio we click these three little dots right here and notice it automatically calculates your noi from what you put in income and expenses which is why you have to come back put in the debt coverage ratio that the lenders going to require on this property and then hit calculate if that loan amount is lower than the loan that was given to you here hit save and it will change everything automatically if this debt amount is higher than what the loan-to-value originally put in then just hit cancel and it will leave that loan amount now this is an interest only and so that's why it showed up the way it did so we're going to continue with the interest only you also have the ability to have multiple types of loans if you use assumed to more boxes are going to pop up here the first box the box that's going to pop up is it's going to want to know what was the original debt for the loan and then the next box will be at what month is the deal going to close so that the new buyer is taking that over you can still have your 25% LTV up here if that's what the lender is requiring on the assumption it will not affect this what it will change is it will change the debt amount based on the month of that loan that you put in this box here so this is a very very powerful tool you also have the ability to create a refinance you can see that I've got an interest only for five years and then loan two and is refinancing in Reese your six and you'll see when I get to projections that will it will actually calculate the refinance for you in the IRR calculations in the discounted cash flow no other online platform does this except Argos so I like to call this Argos light as it will not do what Argos can do okay in the income the one thing I want to mention here is obviously for multifamily you want to use unit mix for commercial there will be a there will be an import lease rent roll here that you can upload units for multifamily but that importing the lease rent roll is pretty powerful I highly recommend taking a look at that for commercial leases it will literally fill everything out here for you and will make it look very professional when you get to the output the other thing is if you look here if you're doing value add properties I do a lot of multifamily value add I've got a three percent increase in my income and a seven percent vacancy that runs through the entire financial period so if I'm doing a five-year analysis then I've got a three percent increase every year and a seven percent vacancy every year same with the free rent in months that will run with the entire financial period so how can you account for year one being forty percent occupied prior to your reconstruction well if you come up here to property in the red bar click on that and then click refine global vacancy now I can put year one forty percent vacancy year two I can start to stabilize maybe fifteen percent vacancy year three and beyond you know six seven eight percent whatever you think that stabilized vacancy is and hit save now you've accounted for that year one vacancy so that's a great way to do your value all right Mark's got a question imports rent roll from where an Excel spreadsheet yeah so when you click on that let me just jump out and I'll show you real quick mark when we go to a commercial property so right here where it says import-export rent roll so if I click on that you'll need to follow these instructions verbatim where it tells you how to use the different identifiers for whether it's rent per month year square foot per month square foot per year and then your renewal terms and your rent increases you have to follow this verbatim it's going to give you a sample rent roll take the rent roll you have and import it into this so copy and paste into this sample rent roll and you can't go wrong that's my recommendation and then once you have that completed that spreadsheet then you just come to import and you go ahead and import it from here and it will populate exactly like this and it will bring in well I don't have expiration date so it doesn't have increases see this so it'll bring all this information and with it every one of these are columns within that rent roll I hope that answers your question when I go back to my property here so now when we get to projections you can see that we had that refi in year six so you can tell that my loan amount was four 12500 up to year five and now it's gone down your six even though we're amortized our loan amount went down and then our net cash flow is changing here so here's it'll do a 20-year discounted cash flow by default so you could pull this down and out of these seven there's three that I use on a consistent basis financial indicators cash flow analysis and investment return analysis here's why on the financial indicators now I can see what my grm my cap rate cash on cash before tax my operating expense ratio my debt coverage ratio and my loan to value ratio all that information shows up in financial indicators an investment return analysis now I can see my internal rate of return and I can see my net present value and for those CC IMS that understand that present value to the internal rate of return when we were on the general tab right here we have our discount rate so what I'm saying here is that I want a 15% return on this property to give you my whip out money I want to get a 15% return on the overall investment so when my net present value and my is zero for my IRR I have met my 15% return so back to projections when I'm doing my underwriting I'll come here to net present value if I'm on a five-year hold then I know now I need to pay five hundred and seventy six thousand dollars less for this property in order to achieve my fifteen percent return so that's how I use investment return analysis and each one of these are available in the output tab and you don't have to show all twenty years in the output you'll have the ability to change that information all right dashboard is just your one year snapshot so if you're just doing quick underwriting you can take a look at this and this will give you an idea okay does this look good or do I not want to waste time creating a proposal for this so this just gives you a quick snapshot on what's going on with this property and then we can create our om so for those of you that haven't seen it yet I'm just going to show you what this looks like so I'm just going to go preview save let it load for a minute any questions while this is loading see Pete if the deal falls through or you don't sell the property how do you kill the deal in the system so in market edge this isn't actual marketing so you're not actually marketing the property yet you're just building your documents in marketplace you can change the status from active to off market and then it won't show up anywhere does that answer your question Peter yeah all right good deal all right so here's what the final product looks like it took me about 45 minutes to create this keep it in mind that I'm a power user of the system so you know it'd probably take you a couple hours the first couple of times but the more you use it the faster you'll get I've got templates now where I can if I've got all my information and all my images ready to go I can create one of these in about 20 minutes all right so this just gives you an idea of kind of what it looks like here's our business map so you can put in different retailers or businesses around the area now we're getting into our investment analysis here's our unit mix summary investment details just some charts thrown in there so you can see what the charts look like I hate charts they all look pretty but some people like them here's our cash flow analysis you'll see I did a ten-year on this one not a whole twenty the full twenty will fit on this page if you wanted to do a full twenty here's our pro forma summary that investment return analysis tab that we showed you where you had your net present value and your IRR then we get into the property value so this actually has a broker opinion of value so here's your overall opinion here's your opinion on the income method your opinion on the comp method and then you can put in your rent comps I'll get to your question just a second Francisco your sale comps and then we get into the market so for all of you that use site to do business which should be most of you I would hope these are infographics that I pulled from site to do business I actually built this one from scratch this is specific to multifamily properties population trends which you can pull as a template from site to do business employment overview as a template transportation to work as a template here I've got nearby apartments the one inside site to do business is called nearby restaurants you just change from restaurants to apartments it's real easy to do and then the benchmark demographics okay and then you can pull in the psychographics or the tapestry as they call it in site to do business and these look really really good inside of market edge all right and then you can create your marketing plan this is a standard sorry about that this is a standard call for offers on a multi-family property you can may get this more in-depth you can actually do up to five titles and multiple sections inside each title and you can do up to six months and then your bio if you want to put your bio in there now I threw this in just to show you this is what the standard demographic looks like versus using the infographics I'll let you guys determine what you think looks better but I think I know the answer to that okay so that is what the final product looks like let me answer Francisco's question here does the mapping software have repopulated locations of retailers with their logos yes let's see here's Miami you guys are all familiar with that so let's go to output I'm gonna bring up a business map show you how that works alright so originally it's going to put these rings around it I don't want to show the circles so if I want to see restaurants I hit Search and let's see if we can find one that's probably well I don't know goodies cafe nope didn't have the logo these are all local restaurants so probably okay they're Sparky's boom see that logo pop up so yes the logos if if the logos in the Google API it will show up a lot of these local restaurants it's probably not going to so let's look at I think there's one for pharmacies here there's a CVS see boom CVS logo shows up so and if it has a logo you can combine these two if they're in the same shopping center and you can see it pops the logos so there's videos on how to utilize this map I don't want to go too deep into it so I'm gonna go back to home I want to go back to my property and back to output so if you haven't created a proposal yet I mean there's a lot of information here that pops in you'll have this cover sheet here all you have to do is come to templates hold on Greg that answer your question no this is not using build out when you get the templates click this little guy right here and then select proposal the only difference between the offering memorandum and the proposal as built here is the proposal has the broker opinion of value in it the marketing plan and then your bio page if you don't want your bio page on the om you just remove those three and you have your om so you just click proposal and then it's telling you it's gonna show you down here you need to grab what it's pointing to and bring it up here let go it'll show you the next one grab it bring it up here let go when it does a section page you'll grab it bring it up let go and then give it a second cuz it's actually gonna build the section page hit start and then it'll actually walk you through exactly how to build this proposal and then you just choose what you want which pages you don't once it's built you come in here you give it a name hit save as new so that the next time you're doing the same kind of proposal for the same property type you come in here you choose that hit load and then it will load that same framework all over again and then all you have to do is enter the images enter the text you need to enter do the the market are the business map and things like that so it becomes very quick once you have your templates in so yeah Gregg we've had this well before build-out ever became a company this was the old REI wise it's just well improved build out built their platform I think kind of from us because it does look similar we yeah we've done a better job so they're they're chasing us basically where we've come a long way since REI wise if you remember REI wise all right so that's how you build the the proposal and create the template any questions on building the property in market edge or building up your proposal before we move to the next step okay once we have our proposal built our next step is let's go back to the general tab we're ready to go ahead and create the deal room so this will say create deal room if you haven't created it yet so in this case I'm gonna go to deal room what will pop up is this box will pop up first if you're just creating the deal room just fill this information out ESRI and require just means that you'll be notified for any electronic records or signature notification so if somebody signs the CA you'll get notified doc update auto email means that if you change anything in the deal room if you had it add delete then everybody that is registered will get an email about the change Doc's enter registration means that you're requiring registry to get access to the deal room and if you do that you're gonna need to put in a broker CA and an investor CA they can be the same one it just it wants both then you hit save what that looks like then is here's the registration page for them to register they have to fill all this information out hit next the confidentiality agreement pops in they read it they click agree to terms and conditions they execute it and now they can get access to level one of the deal room in this case because I use this one all the time it actually put me in level two which means I can go to financials and see all the financials but if you just want them to see the public which in this case is just a confidentiality agreement then you can do that so if you want them to sign the confidentiality agreement by Inc make sure you throw that in here and just let them know yeah I know you've agreed you've got access to this but I want to see a signature ink for the seller before moving on I got a question from Pete is there a cookie cutter confidentiality agreement or do we download our office CA no there's not a cookie cutter CA you have to upload your own does that answer your question Peter all right so while he's waiting to answer that back to here once you've got the deal room created come to documents and this has become very powerful now it used to be you when you uploaded you uploaded your basic first and you have seven levels of security you uploaded basic first and then you upload it all your second all your third all your fourth fifth sixth seventh and that's how the security was shown but now we can do folders so if you create like this mobile 5 portfolio you'll see that if I go to my desktop and you guys like my desktop background if I go to that mobile 5 portfolio oh it brought it over here you'll see that it's got the upper level folder than the confidential than the public so that is the same as it is here just like this all you have to do is when you go upload search for that folder grab it see how all that highlights drop it and that'll pull all this in now when I get here if I'm in my confidential and I go to financials I can go in and now edit all these I don't think you can edit all of them at once set security you can so now I want to set all these to second level hit OK and now all these are second level the offering memorandum I'm going to go ahead and change that one and I'm gonna set it to basic so they can see the offering memorandum for basic and then my public files for the confidentiality agreement I will also set to basic okay so now that puts all your documents in and again you have up to seven levels so those seven levels this is how I use them level one is for my offering memorandum and the confidentiality agreement if the seller has required a an ink signature I ask them to fill it out I'll still give them because they've checked marked the confidentiality agreement I'll still give them access to the OEM they just can't see anything else until I get that see a signed once they've looked over the OM they like it they say okay give me the T 12 and rent roll let me see some financials so I can verify this thing then I'll give them access to level 2 and they can get access to the T 12 in the rent role as they move forward we get into due diligence level 3 will be all the due diligence materials the leases any former surveys phase one phase twos any anything like that proof of financials proof of income proof of expenses vendor contracts all that stuff that'll all be level 3 level 4 all reserved for the appraiser so when the appraiser says I want these documents then I'll upload those documents to level 4 give the appraiser access to level 4 that way they can see everything underneath it as well level 5 I reserve for the lender because now they're getting into a lot of personal information personal financial statements things like that and of course they'll be able to see everything under level 5 I have not figured out what to do with level 6 level 7 I give access to the seller and of course that'll have my listing agreement my commission agreement any of that stuff will be in level 7 so that the seller can see that and everything below it see mark has a question how do you sign a prospect progressive security levels when when they call you and say hey or email you then all you have to do is in the participants tab you have a participant come over to the little whopper jr. over on the side for those of you know the big three lines up here I call that the hamburger well the little ones I call the Walker juniors back before I started losing weight I loved whoppers so I don't need them anymore I can eat them without the bun but I can't eat full hamburgers anymore so you just click Edit and then you change your security level right here so if I change that the basic hit save if you remember I'm signed in here and I'm on level two so I can see the financials and all this well now if i refresh now I can no longer see any of the confidential information all I can see oh sorry about that all I can see is the operative memorandum and the confidentiality agreement I hope that answers your question mark alright so moving on hold on we got Greg I'm racking up yeah sorry about the dog guys I work from home and my boxer sees something out the window and she just goes nuts alright so that's how you create the deal room that's how you manage the participants now there's one more piece of this that excites me beyond belief your chunk of my barking that's awesome Francisco si si bun right here cinnamon participants I think this changes the game especially for off-market it's coral click here on CRM and that's my other dog click here on CRM on CRM all right sorry about that all right if you have a group I've got somebody knocking on the door that's why they're going nuts I you can take the group let's see I've got a group here that I like to pull up more guard deal team here we go hit Search so when we created the offering memorandum we first went into the CRM and we created a group that are the prospects for the property that we want to display so we want to send an email to all these members of this group so you can see I've got 133 people here I check this box I hit add an invite and what's going to happen is they're then gonna get an email that's going to invite them to view the deal room it will actually give them a username and password so they won't have to register but they will show up under your participants tab so that now you can see what's going on I think this is the most powerful part of our entire solution I do a lot of off-market opportunities and laughing it Greggy says he can't stop laughing because of the dogs let the dogs teach the webinar right this is this is an incredible part of our tool this allows you to invite these participants you don't have to ever go into the marketplace you can have your deals sold before you ever put the listing up you can do this with call for offers you can do this with a standard offering or however you want to do it I absolutely love this part of the system so these would yes so your prospects that you've put in the group these would be your prospective buyers for these properties that's exactly right Francisco all right so that's how I use the deal room that's how we create the offering memorandum so we've gone through we've put our contact in our property in our company in we've created our project we've built our proposal we've got our deal room complete the last thing to do is once you get that listing is you can do this from two locations you can either come back to home oh I'm in the the deal room hold on let me come out of the deal room hover over the tile of the property and you can correct click publish listing and marketplace the other thing you can do is go back to the CRM and under properties and I'm gonna go to any property we can click this little green list button either way all your data that you've put in here whether it be here or whether it be in market edge that will then move your listing down to market place so that you could create the listing in here so if I go to listings here's where you they'll show up there's only a few required fields like five of them that's it everything else is optional that you put in here obviously you want to have as much information as possible for your listing if you want to keep your listing off market for now but you want to send an email campaign to them you will have to change this to active just make sure that this little box right here is unchecked so that way it's not searchable in the marketplace let's see Greg's got a question do you have any stats on real next users that have switched over from rethink apto Salesforce base CRM I don't know what you mean by stats Greg but we have had multiple people switching over from Salesforce base CRMs to us because we're much more intuitive there's a lot less in our system it's more fundamental and it works directly with everything else in our tools yeah that's what I meant yes we're we're getting a lot of people coming over from apt oh and rethink all right so once you've got your listing created and you want to do any marketing campaign for it it must be active to do that if you hover over here you'll see you've got this little create email campaign from here you've got your save template so this is if you pay real next $199 they will create a branded flyer for you you can see here we've created a Marcus and Millett at flyer here we've created an SVN flyer I think we've got some other ones so we got commercial executives keller williams what's this one it's green Oh Sperry this is very one you'd think I would have known that I would wits Barry was not anymore there's pre-designed templates so you have 12 of these I know they all look the same here but they're subtle differences here you'll start to see the differences now there's 12 of these templates you can choose from all these colors information everything is editable if you have an HTML code let's say you've been using Constant Contact or MailChimp and you've created some kind of fly then you can take that HTML code so email that flyer to yourself you'll have a little link in there it'll save you and in a browser if it's hard to read here click that view in browser right click once it's in there hit view page source and then you just copy all or select all copy now you've got the HTML code so when you come here you can then just go to source and then just select all this and then paste that new code in and that flyer that was identical that was created in Constant Contact will now show up here the only difference is you'll just need to get rid of the constant contact information that'll be at the bottom which is really easy to do because once you come back to the WYSIWYG which is what you see is what you get you can change any of this information in here so it's real easy to do I'll go back to previous and then the last thing is if you have a marketing team that's created a flyer for you in in an image just upload it you can just add the flyer here so we're just gonna go to pre-designed templates I'm just gonna check this first one again you can edit all this information you can also change these colors go to customize and you could put your branding colors if you want to or you could pay real next $199 and they'll do your branding for you and that's just one time your branding I'll stay after that hit next yeah that's what I want to see the important thing is here now I've got the ability you remember those 133 people that we emailed in market edge now I can click here send that same group so these are groups within my CRM and then I can send this flyer to that same group or I can send to multiple groups your standard email sends per month with the subscription to include the free subscription you guys are getting now you get a thousand email sends a month so this is two hundred and sixty nine emails so that would count 200 69 credits I'd still have another 731 credits remaining so that's how that counts down here's the good news an additional 5,000 credits is only ten bucks so it's very very affordable much much cheaper than Constant Contact or MailChimp let me answer a couple questions here all right so really sorry I lost connection since my last question so your last connects question do tenant all right doing tenant rep do you still start by inputting property or the buyer tenant rep just okay okay so for tenant rent Pete obviously you're gonna start with the contact that's tenant rep and investor reps a little difference you will start with the contact in that case when you're in projects your leads are then going to be those spaces of those properties let's see what other questions got that one that's what a minute all right I got that one all right good got it Francisco I used to pay constant contact $65 a month $30 or more dollars per month and I switched to you yeah that's exactly right all right can we get a copy yes there will be a copy of this webinar for you guys dogs and all sorry about the dogs all right good got it all right so once you've got this set that's it you can customize if you've got more than one person on your team you can put who it's coming from and who to reply to typically you're just gonna save the information hear it yes you're finished and then you can either schedule it for a time in the future or you can send it now once you click that it's gone it sends and so now that flyer has gone out to these people we do have the ability to send to real Nexis database you guys will notice that Joe Pelayo sends a lot of wires that guy's a flier machine so he'll come in and he can pay $49 if he's in the just the Miami area the entire state of Florida $69 national $459 these are everybody that has agreed to receive email communication from real necks so this is more the shotgun approach I personally like the target and sniper approach you know I did 12 years in the Marine Corps and I was a I was a rifle expert could hit the can hit a flee off a dog's button from 500 meters but that's beside the point but you do have the ability now this is a per send fee this is not a monthly fee so if you want these just ask let's see comparable to big boys blast yeah that's right it's name here you've got it Francisco alright so that's the deal flow from start to finish so this then takes you to your marketing so now as you're getting your leads in that are coming in from your marketing efforts we're going to come back up to the CRM and we're going to go back to that project and this is the final stage so as you're getting emails and phone calls for your leads now when you're in the project come up here to lead click add new and then you just add that lead here if it's a listing then your leads are people if it's a tenant rep or landlord rep then your leads are spaces or properties and so you just add that information in here and then any further communication with that prospect you want to add history so if we go to history and it doesn't matter whether you're on the prospects record so the contact or on the project either one works hit add new you'll see the project's already in here you can also link it to notice it's already linked to the property you can also link it to the contact by clicking here and select contact and then just get your your communication in here if there's a next step go ahead and click follow up and then you can schedule that next step with that prospect that should take you all the way through your marketing get into due diligence and get you to closing you never have to leave our system from the moment you get that lead all the way through closing you never have to leave this system that's the entire deal flow process I want to show our since we have CC IMS in here I want to show our brokers our broker owners and our individual independent contractors that are out on their own I want to log out here while I'm doing this are there any questions regarding this deal flow let's see Greg's got something to get a better understanding so I can create marketing from this database let's see to get a better understanding so I could create my marketing from this database or have the company created not sure the question Greg can you restate it do the prospects that sign CAS automatically get created as a contact so no they'll come in and I'll show you through your marketing effort what it looks like so let me login to my database so if you did the shotgun approach now if you if you did the two approaches I showed you where you're just marketing to your database they're already in your database but if you do the shotgun approach and you're getting leads come in or you look at your stats if I go to campaigns and I click campaign stats I'll click campaigns up here now I'm in marketplace click campaign stats then you'll see you have your stats show up here from that email campaign you'll see I sent 580 Michael I'll get to you in a second it delivered 396 so that cost me three hundred ninety six credits eighty six people opened it eighty six different people I don't put a lot of emphasis on this because if you're in Outlook and you're just going delete delete delete before you hit the delete button when it lands on that next email it still counts it as an open and outlook so I don't put too much emphasis into this this I do unique clicks I can click on unique clicks click Add to CRM and now I can either add them to a group here or I can create a new group so oh I changed databases since this so that's why this is showing up I left Sperry I'm with magic properties now so that that's why this air showing up but the listings came with me so that that's how you can get them in so this allows you then to go into your co-op back to your CRM and open that group and start prospecting these six people that have responded so these are very hot leads now they're no longer just prospects these are now very hot leads bounced means I've got bad email addresses so now I can add these to the CRM as well create a group for it now I can go in and try to get my contact information updated or remove them from my database and maybe even find some opportunities then it'll show you how many spammed and how many unsubscribed you don't have to worry about doing anything even if you try to send that email again if it's unsubscribe the system won't send it it automatically knows they unsubscribe so let me get back to these questions Oh mark I hope that answered your question is there a way to auto history and he blasts from the system it doesn't auto history at Mike the only thing that auto histories are your emails so if you send an email to a contact in your system and your emails linked then that email will automatically attach to that contacts history record that's the only thing that auto histories marketing templates let's see if you have a this goes back to to better understand create marketing this database the company created it's up to you Greg if you want a standard flyer every single time I'd have real necks create the initial flyer for you so that your branding stays the same every email send you do it's only $199 it's it's really a drop in the bucket when you talk about your branding can you import yes you can import in from either into your CRM which is what would be recommended you can even import from here so if you go to contacts you can even import into here but if you have the CRM don't import them into here import them into the CRM and then use the same deal flow let's see to do to do Greg's got a bunch here got it thank you good - all right Francisco this is great OOP I somehow ended up hold on guys all right let's see what's next can you import we just did that export from Salesforce so if you're moving from Salesforce to us Gregg Salesforce has a backup that you can create and then our support staff can then take that back up and bring everything from Salesforce in to us there is an extra fee for that because it takes them quite a long time to do that I've seen it range anywhere from 400 to 800 dollars depending on what your backup is if you are able to export from Salesforce and I know you can I've done it in the past at least when I was with apto I was able to export I don't know if they've changed it that was four years ago then you can import into US if you export so that is another option let's see on contact type can we custom create different types of contacts ie cell or tenants oh no Peter but we've got pretty much everything covered this is hard-coded so when you're in contacts you'll see we have investor tenant agent vendor personal so if we come up to edit this is where we can make our contact type here what I've done is in our system for investor it really means investor owner landlords so just like I did with property in the projects if you right-click for a PC or double-click for a Mac it field definition change this from investor to investor owner landlords so it under so you understand better what it is especially if you're using assistance but it will not change it here it only changes it there those are hard-coded I can't change those you can't change those let's see says ok mine doesn't have it set up that way be interested in knowing how it's set up see Gregg so you used app dode oh god yes Gregg no no question I left Dokdo 4 years ago went to client look and left client looked to come to real next two and a half years ago and never look back real next by far and I'm not just saying this because I sell it I'm saying this because I use it every single day one last thing I wanted to show you guys that is extremely powerful and why I came into my database is timelines and I'm not going to get too far into timelines because this is an advanced strategy but I want to show you as owners how you can create a system for your agents and that's what I've done here so if you look at my templates I've got an initial contact template I've got a marketing listing template an under contract template closing two after closing template what this is is when I import from co-star Rihanna me list of properties I can then assign those properties to be prospected by one of my agents I will then attach that agent to this initial contact timeline and it literally tells them everything they need to do to try to get a hold of this it's a no-brainer they don't even have to think it goes even further if I hit edit you have notes at the bottom so when this comes up you'll see that I've put in the call script I want them to use if they don't get the decision-maker leave a voicemail here's the voicemail script I want them to use and if they leave a voicemail I want them to send an email and here's the email I want them to set so I've made this an absolute no-brainer and I was able to create a prospecting system for my agents so when somebody came on very little training need to be done because it's all right here laid out for them and this shows up on their dashboard when they have to do everything once they've contacted that owner then then they they then pass it off to a senior advisor who will then try to get the listing so then we go into marketing listings same thing from here create the project attach listing commission agreement to project create property of market edge take professional photos of property and if we go into one of these you'll even see that it explains how to create it market edge so there's instructions on each one of those this literally is building systems for your brokerage for any new people coming in or even for yourself all right so I just wanted to show you that so Francisco says whoa how do you import from co-star Francisco you and I need to get on a one on one when I'm getting access to coast oh yeah I'm getting access back to co-star this weekend so next week let's get on a call and I'll show you how to do the imports it's actually really easy that's four it guys