We covered everything from what to do once you’ve spoken to a client, how to get hold of non responsive clients and how to moot them along the pipeline. So I’ve been looking at some of your guys pop deals and seeing if some of the stuff we went through last week has been adopted. And some of it is, some of it isn’t.
But I want people just to have a look through this again and again. I’ll share an example template this week about what your Pop deal should look like. But when you’ve moved the client along the stages, you should be able to look back and see a proper history of what happened with the client, all the activities you’ve done, all the information and all the emails you’ve sent, all in one simple place.
There’s a lot of people still adding very short notes and activities. I’m just not sure that’s deep enough and detailed enough to help you fully stay on top of the 40 50 clients. For people that are new, it’s something you have to learn and adopt, but people that are more experienced.
When you have a lot of clients in your book section, which is active and hold, you need to make sure you’re going above and beyond on the actual where you use Pop deal to stay on top of stuff. So today we’re going to cover how to move a client to met sorry, how to move a client to offer. And that actually all stems with what happens after you meet the client.
So once you’ve actually gone out for a viewing with a client, you’ve worked out what they like, they’ve committed to go out and actually meet you or do an online chat as well, or an online meeting like we discussed last week over a video or an in person tour. One of those options, I would send again a very detailed summary of exactly what they looked at. So I previously had a much shorter version.
I put it into Chat GPT and it’s given me a very detailed and structured breakdown of an after viewing summary. So you can see it here. It basically helped me do and I typed in I think I’ve got a copy of it here.
Let me just check right at the bottom here. So I typed in that I wanted to give I’m an agent and I wanted to give feedback to my client on the three properties that they viewed today. And I want you to highlight highlights about the property here, reasons for selling, like why are they actually selling, what their actual asking price and whether they’re open to offers.
People want to know that information. If they’re open to offers, what the running cost of the property, the rental projections, how much it’s currently getting as an investment, if it’s a property for sale, the pros about the property. So I’ve actually, once I’ve met the client and I know what they like about the property or what they don’t like about the property.
I usually send a summary here about what they liked and what they don’t like, and then I do it on the same few other properties cover some of the questions they asked in the conversation. Then I had to like chat. GPT is very good to give you content, but it sometimes misses out some stuff you want to add in there.
So I went through and added a few more details to the actual email to enhance it. I did a copy of all the recent transactions so you can find on our website. So in order for you to find the transaction prices, which really help you give information to your client, you need to go to the particular project page here you guys loading.
Now you go into the particular project page and you scroll halfway down the page just below the available units. It will have a section that says previous sales and you can actually filter those by either all the units, the studios, or one bit or a price point. So when you’re sending information to your client after you’re viewing, you can be very clear about the information on a property, what has recently sold there.
This data is pulled in either from transactions we’ve done or information that we’ve gathered from the sellers when they’ve actually taken their property off the website. So it’s pretty accurate. It might be off by a few percent.
We never get the exact prices, people don’t always want to tell us. But this information on the website is very powerful to use because it gives you guys credibility, gives you guys clout when it comes to actually moving into getting your offer. I’m not going to get too much into detail into getting an offer, but I’m just showing you how you prepare the client to give you an offer.
You need to give them as much information as possible so they’re, one, comfortable, two, informed, and three, they know what they should be offering and they know what the prices are in the market that they should be looking at and comparing to. I think I can just click on this link here, it should load up. Okay, here we go.
Scroll all the way down. It’s a little bit hidden, but there’s the transaction data. And I would use that data as much as possible when you’re meeting the client, sending information after and summarizing the property information.
There you go. I also use the comparison tool. So on this particular one, I put three units together and just showed them side by side because sometimes it’s much better to get them back on the website, looking at the information, seeing all the core details like that.
Mike showed you how to use the comparison tool, but it’s very, very easy. At the top of the page, you click Compare. Then you go into your back end on the comparison section, and it will all be there for you to easily edit on the back end to add your units on, or remove units if you want.
And then the same thing. I kind of prep the client saying, when you’re ready to make an offer, please let me know what you’re thinking of. I would advise you to do it in this sort of range.
Typically, I give them a pricing range knowing I’ve got the value data there, and then I’d send that details to them and then give them a call an hour later or a few hours later. I wouldn’t leave it too long. Then I’d go back to Pop.
Deal? I would add a copy of the email, just showing that I’ve gone after viewing breakdown, just so I know exactly what properties we said, what I said to the client, and what the next steps are. Obviously I’ve moved it to Met, and then the next part is actually the make an offer part. So let’s say you call your client up, you call your client up and they decide, yes, we want to move forward with an offer.
Or even at the viewing, if they suddenly say, yes, we want to make an offer. I’d be like, okay, let me take your offer. Summarize all the key points about the offer.
I’m not going to go through the exact sales process of how to do that. That will be covered in next week’s sales seminar. But I would make sure I send a very detailed breakdown of exactly what they offered, what’s included, the reason for the offer.
I’d even include the pricing in this similar project that we had on the other email, the timeline in which to buy. So here’s a timeline. Again.
I use chat GPT to do this. I didn’t write it out myself, that’s why it looks so good. But I would put a really detailed format in there for the client to be like, okay, I have made that offer.
Because getting a WhatsApp offer, or getting an offer online, or getting a passing offer on a conversation, you need to reconfirm all the information before you present that offer and cover every little step along the process to make sure that there’s no miscommunication from the buyer. And when you offer to the seller, they know exactly what you’re offering. So once you’ve actually received an offer and you’ve sent the offer confirmation that confirms the amount, what’s included the process, I would then go back to Pop deal.
Let’s go back to Enrique and I would add an activity or add notes. Let me just go back up here. I’m going to add the note here, print screen this email just to show myself that I sent an offer on this day.
It also gives you an idea about timing. You know exactly when you submitted the offer, how long you should wait. Let’s go back here, I’m going to add the note.
Here we go. Save. So I’ve uploaded that now very clearly.
I’m going to move it down a little bit, offer confirmation, email sent. And then I’d very simply change that offer email so it’s appropriate for the seller. And then I would send every offer via email to make sure that it’s clear you’ve got a full breakdown.
Even if the person doesn’t use email, send it on email, take a copy and send it on WhatsApp? And just ask them to have a look at the offer or have a look at the information and then you take forward of the offer. So then I’d go here on here. I would say that I’m awaiting a response and I’d click save.
So there’s got four different stages here for the offer. This is when you’ve actually sent the offer. So you have to have received and sent the offer in order to get a response.
So once you’ve actually received the offer submitted to your client, you click awaiting offer. Once it’s actually been responded and confirmed and they actually want to move forward with it, I click accepted save here. If they do reject the offer, you want to click rejected if you’re still working, just to give you an indication about what stage you’re at.
And if the person doesn’t want to make any other offers, you can put no new offers. This is just good for you to look back and see which clients went all the way, which clients got rejected, which clients didn’t put further offers in. It just helps you manage your whole process for offer.
I’m going to click save there and then I’m going to cover the next stage because we’ve got a couple more minutes left. But the contract stage is very simple. As soon as you’ve got an offer agreed and a contract is drawn up between the buyer and the seller or the tenant and the landlord, they have signed and they’ve paid a deposit that’s been received in our account, I would then move it to contract.
I wouldn’t necessarily move it to contract because you’re working on a contract. It needs to be a contract that you’ve actually signed from both parties, committed and you’ve received a deposit, a non refundable deposit for the property, then you move it to contract. Otherwise it still should be under offer that you’re working on because it’s not into the contract yet.
So let’s say under contract means you’ve signed the contract. Property transfer means you’ve actually physically done the transfer or check in and you click save there and then failed. Completion means either it got canceled between the time you did the contract and the check in day or it got canceled between the time that was meant to transfer for whatever reason and you put failed.
And again, each of these steps you should update detailed notes, just to say, timeline, extra information, just so you can keep on top. The stages are great, but the notes are really important, so you can just remember exactly what’s happened on each client. So that should cover all the different stages.
The other one, while we’re here, is closed, and that basically would only be once you’ve physically transferred or moved the property, and you can move it to closed and add the core property details, the unit ID, if it’s on the website, how much you sold it for, and any close notes. Soon we’ll be launching a new system called Monday. So when you click the close button, it will take you to another system where you can fill out the full details.
But that’s going to come up probably in the next four weeks. When we’ve updated the new system. It’d be really good for you guys to see all your transactions, all the future revenue.
You’ll be able to see everything very transparently moving forward. Okay, so I’m going to wrap up there tomorrow. We’re going to move on to some other sessions regarding Pop deal.
I might do a big recap. There’s a lot of people that have asked questions, and there’s still some gray areas and things that you’re not sure about. So I think we’re going to resend out a survey today that’s going to ask you guys what we need to recover, what you’re not sure about, where it’s the performance, whether it’s minimum, maximum lead number, the quota.