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what's going on Guys Don Ross with REI automation Squad and best damn sales crm.com talking on having a sales process and systematizing it as well today so got a version of CRM up here this one specifically is on buying direct real estate from the sellers or the owners and over here on the left side this is a podio item that or podio app that has views and we set these pre-filtered views up as saved views to work a sales process you can kind of see here through the items that I have up on the screen we have everything from brand new leads to due diligence appointments offers contracts and removing people from our list so we need to be able to take maybe you know a couple thousand people typically in a CRM and be able to hone down to you know 50 to 100 people that are super important that we're working through on a consistent basis and if we're able to work sales process consistently they'll raise their hands when it's time that they're ready and that our solution meets the requirements that they need at that point in time so over on the left side here you're working through that sales process by these pre-filtered uh views that create your sales funnel so you can kind of see as I scroll through this it's got those different views now I would recommend that you actually start your mornings work in your sales process from the top of the funnel or closest to revenue coming in so this right here would be something that's under contract that we're working to get it closed and have Revenue come through the door I would start with working those in the morning the ones that we made offers and they've got to make a determination if they're going to accept their offer if it meets what they're looking for go to that next and then the appointments that are coming up go ahead and confirm those appointments reach out to them we're coming out you know tomorrow next day whatever that looks like for your sales process on confirming an appointment and then you have your general follow-ups that you're working and ideally you break those out by which ones are the closest to revenue coming in so we had some that were in contract that fell out of contract we should be following up with those first offers that are out there that either didn't accept the offer or did not get back to us on the offer that we made them next appointments that no showed and then just general follow-up work it in reverse because you're actually putting priority to those that bring in Revenue so again you're up to new now I'm going to bring up a different version so this is another version that we have in a different platform and this is something again where you can see that we have funnels and we have our sales process brought broken out into different categories that kind of push through our sales process and within those plenty of our users are using things like cold hot or medium whatever that may look like or a one through five now I will say if you're going to do something like that to break up these different categories make sure that you have it well defined on documents internally for the company so that everyone is on the same page as to what a cold is what a medium is what is a hot or a one or three or five don't leave that subjective to random people just picking those categories so um you know how I would look at it I would try to keep it down to that maybe cold medium hot and then if they are hot they have to sell in the next 30 days if they're medium they're making a sale or having to make a determination in the next 60 to 90 days and then anything up past 90 days is somebody that's cold they may have a decision to make at some point but it's way down the road uh those types of things will make it to where you can focus on a sales process and actually touch base with the people and put Priority on the people that are going to bring in Revenue into the company you're not trying to reach out to a couple thousand people and putting the same priority on it all because you and your team are going to be spinning your wheels for a whole lot of time and not getting a hold a lot done and so definitely recommend having your sales process process broken down if that's something that you're having difficulty figuring out um you know it is something that we could talk about some type of consultation reach out to us either REI automation squad.com or best damn sales crm.com both have a chat feature on the bottom right we can schedule a 15-minute call and talk over maybe what that would look like to set up some type of sales process or give some input on what that might look like for your product or service that you're looking to do this is something that you need to do for any business at this point in time any product or service that you're out there doing needs to have a sales process you need to have it broken down and you need to be able to systematize It ultimately that's going to allow you as the owner to get out of certain roles have the right people in those roles and let them Excel and have them know what the expectation is and so if they're meeting it they're doing things off of what expectations and Sops are if they're not then it's Sops and numbers that are the bad guy that's you you were told what was expected this is how we work our system this is our sales process and you didn't follow so if you have any questions throw a comment below otherwise reach out to us see on the next video