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services:lead_management:core_database_coding [2019/09/05 10:49]
edwin
services:lead_management:core_database_coding [2019/09/05 10:53] (current)
edwin old revision restored (2018/08/21 16:40)
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-__false__+====== Core Database Coding ====== 
 + 
 +Did you know that coding your database leads is worth $1000 per hour to you? 
 + 
 +We help manage all leads in your [[Core Database]] using our standardized [[Core Database Coding]] system.  
 + 
 +One of the first steps to stop wasting your leads is to review and code all leads in your database. Yes, ALL leads. You must do this. At first this task may seem daunting. Once you understand the value of your leads it may be fun.  
 + 
 +Many agents waste leads and lose money because they fail to complete [[Core Database Coding]] of their database. You only need to code all of your leads once. If you code your leads so that we can add them to your [[Core Database]] and market to them, your GCI will grow year after year. This is a vital difference between Billion Dollar Agents and those who struggle. 
 + 
 + 
 +{{youtube>​baUWhIzYA1c?​medium}}  
 +====== Core Database Coding Report ====== 
 +Your Key Assistant will access your Core Database to export reports for your review and correction for any of your leads which are coded as: **Client Closed (current and previous year), Client Under Contract, Buyer - A and Seller - A.** 
 + 
 +Review and correct the report and return it to your Key Assistant. Once the report is confirmed to be correct a copy will be sent to Steve Kantor for advanced Lead Management Analysis.  
 + 
 +====== Core Database ====== 
 + 
 +Your Core Database is your main database in which all leads will be coded, added and managed by Best Agent Business. 
 + 
 +Best Agent Business supports approximately 100 different database systems/CRM platforms including:​ 
 + 
 +  
 +  * Top Producer 
 +  * Zillow 
 +  * Trulia 
 +  * Realtor 
 +  * Boomtown 
 +  * Commissions Inc. 
 +  * E-Edge 
 +  * Follow Up Boss 
 +  * Kunversion 
 +  * WiseAgent 
 + 
 +====== Core Database Codes ====== 
 + 
 +{{ :​services:​lead_management:​best_agent_business_-_core_database_codes.pdf |Core Database Codes}} (printable PDF version) 
 +===== New Lead ===== 
 + 
 +All new and unqualified leads are marked as New until reached via phone live or solid email response to qualify. All leads should be qualified within one week of receipt, preferably within 1-2 days. As a lead is qualified, this type is replaced by ABC types below. See Advanced area at bottom for email only leads. 
 + 
 + 
 +===== Buyer – New Lead ===== 
 + 
 +All new buyer leads will start as Buyer – New Lead so it will be easy to see leads that have not yet been contacted 
 + 
 + 
 +===== Seller – New Lead ===== 
 + 
 +A new seller lead 
 + 
 + 
 +===== Interested ===== 
 + 
 +The lead is interested in buying or selling, open to talking, and codes are based on estimated time frame and motivation before first showing or listing appointment.  
 + 
 + 
 +===== Buyer Leads ===== 
 + 
 + 
 +**All Buyer ABC leads must have a Next Call Date.** It is suggested that Next Call Date is roughly one week for A, 2-3 weeks for B, and one month for C. 
 + 
 +==== Buyer – A ==== 
 + 
 +0-30 days until showing starts. (Hot lead.) Should be in process for pre- approval 
 + 
 +==== Buyer – B ==== 
 + 
 +1-3 months. Warm lead. Pretty sure they will buy with someone 
 + 
 +==== Buyer – C ==== 
 +  
 +3+ months 
 + 
 +===== Seller Leads ===== 
 + 
 + 
 +==== Seller – A ==== 
 + 
 +0-30 days to listing decision. May or may not have had listing appointment 
 + 
 + 
 +==== Seller – B ==== 
 + 
 +1-3 months to listing appointment 
 + 
 + 
 +==== Seller – C ==== 
 + 
 +3+ months to listing decision If they decide not to sell, you often move them from Seller – C to SOI – C for ongoing marketing 
 + 
 + 
 +==== Unsure if Interested or Not Interested ==== 
 + 
 +Some leads have been reached live and qualified, but the notes are unclear. 
 + 
 + 
 +==== Buyer – Unsure ==== 
 + 
 +This is used for lead management cleanup of older leads. If there is no note showing the lead was ever qualified, or the last contact showed interest but was long ago or unclear of current timeframe, or the notes are not clear enough to be sure. 
 + 
 + ​During cleanup, many leads are Buyer – Unsure until reviewed and reached live. 
 + 
 +==== Seller – Unsure ==== 
 +his is used for lead management cleanup of older leads. If there is no note showing the lead was ever qualified, or the last contact showed interest but was long ago or unclear of current timeframe, or the notes are not clear enough to be sure. 
 + 
 +During cleanup, many leads are Seller – Unsure until reviewed and reached live. 
 + 
 +==== Client Active ==== 
 + 
 + 
 +=== Client – Active Seller === 
 + 
 +A seller client with active listing 
 + 
 + 
 +=== Client – Under Contract - Buyer === 
 + 
 +A buyer under contract with pending deal 
 + 
 + 
 +=== Client – Under Contract - Seller === 
 + 
 +A seller under contract with pending deal 
 + 
 + 
 +===== Clients ===== 
 + 
 +Clients are all past clients you have completed a transaction with. All clients should have both an ABC ranking, and must also have Client Closed - Buyer - “year” or a Client Closed - Seller - “year” tag. Proper source is critical for all clients as well. 
 + 
 + 
 +==== Client – A ==== 
 +A client who has provided a referral or done a second transaction 
 + 
 + 
 +==== Client – B ==== 
 + 
 +A client who you think would provide a referral or do a second transaction 
 + 
 + 
 +==== Client – C ==== 
 + 
 +A client you are unsure about referral/​repeat 
 + 
 + 
 +==== Client – D ==== 
 + 
 +A client you do not want to contact or do business with again. To be safe, remove address, phone, email from these records. They are kept in database for proper total transaction details for history and to remind you of type of clients to avoid in future. 
 + 
 + 
 +==== Client Closed - Buyer - “year”** and **Client Closed - Seller - “year” ==== 
 + 
 + 
 +This tag must be included for all contacts that have closed in the present year and the year prior (at least). This can also be done for all past clients if the information is available. 
 + 
 +  
 +  * Option: decide with your client if they want/need the Buyer/​Seller designation 
 + 
 +===== SOI – Sphere of Influence ===== 
 + 
 +All of these people should be people you have met but have not done business with. They may or may not remember your name but you have met them. 
 + 
 + 
 +==== SOI – A ==== 
 + 
 +A person who has provided a referral. 
 + 
 + 
 +==== SOI – B ==== 
 + 
 +A person who you think would provide a referral or use your services for their next real estate transaction. 
 + 
 +==== SOI – C ==== 
 + 
 +A person who you are unsure whether they would refer or use your services. 
 + 
 + 
 +===== Not Interested ===== 
 + 
 +Not Interested When you qualify a lead on phone or email and they are Not Interested, it may be because the buyer is Lost and has already bought a house or other reasons. 
 + 
 +===== Buyer - Lost Buyer ===== 
 + 
 +They bought a house with another agent. Be enthusiastic and congratulate them. Find out when they bought house, who was their agent, and how they chose them instead of our company. Wish them many years of happiness in new home. Get address, find out when they are closing, and add to notes. 
 + 
 +===== Seller – Lost Price ===== 
 + 
 +Listing lost due to another agent taking listing at a price which is higher than client would have listed the home. On call cycle to check for expireds. 
 + 
 +===== Seller – Lost Compete ===== 
 + 
 +Listing lost to competition,​ fair and square. This is useful to note truly lost listing appointments and learn from lost appointments. 
 + 
 +===== Buyer – Dead Lead ===== 
 +If the lead is resolved and dead for a variety of reasons. BAB reviews monthly and codes in more detail based on notes. If not interested in buying, determine whether lead or should be Buyer – C for 12-24 month next call date. 
 + 
 +===== Seller – Dead Lead ===== 
 + 
 +This is very rare. If a seller did not list, they are a likely lead in the future or perhaps SOI. 
 + 
 +===== Agent Assignment ===== 
 + 
 + 
 +If more than one agent is involved with sales, such as a team, each lead should be assigned to specific agent. Format is Agent - FIRST LAST. This is also used to track referral agents when leads are referred out to an agent. This is for team leaders, buyer’s agents, referral agents, and other callers such as BAB. 
 + 
 + 
 +==== Agent – Mike Jones ==== 
 + 
 +Lead assigned to Mike Jones 
 + 
 + 
 +==== Agent – Unsure ==== 
 + 
 +If it is unclear who is Agent or older lead and needs to be reassigned. 
 + 
 + 
 +==== Agent – BAB ==== 
 + 
 +BAB calling team are calling these leads 
 + 
 +===== Advanced ===== 
 + 
 +We have more advanced lead management contact types for marketing areas such as FSBO, Expired, Farm Marketing, Client Marketing, Vendors. As the need is identified, we will provide special systems for these areas. 
 + 
 +===== Email Only types ===== 
 + 
 +Email only types are important to differentiate leads with no phone numbers who need email contact. Use the following tags for these contacts: 
 + 
 +==== Buyer/​Seller – New Lead - Email Only ==== 
 + 
 + A new buyer or seller with no phone number. These leads will need personal email contact 
 + 
 +==== Buyer/​Seller – Old Lead - Email Only ==== 
 + 
 +An older buyer or seller with no phone number
  
  • services/lead_management/core_database_coding.txt
  • Last modified: 2019/09/05 10:53
  • by edwin