Tracking opportunities in the CRM

Purpose

The “CRM” centralises the agency’s sales opportunities, which are the ongoing deals between a “Contact” and a “Unit”, so that you can monitor their progress and estimate the expected turnover.

Each opportunity advances from stage to stage, from “New” to “Won” or “Lost”, which allows you to quickly identify the deals that require a follow-up.

Where to find it

1. Sales
2. CRM

Steps

1. Open “CRM” in the “Sales” group.
2. Click on “New” to open the “New opportunity” form.
3. Choose the “Type” (“Letting” or “Sale”) and the “Stage”, then select the “Contact” and the “Unit”; a missing contact can be created from the form using “Create”.
4. Enter the “Value”, the “Probability (%)”, and the “Expected close”, so that the list is sorted by closing date.
5. Update the “Stage” as the deal progresses, then click on “Won” or “Lost” on the line once the outcome is known.
6. In the event of a loss, indicate the “Reason for loss” in the record in order to keep a record of why the deal failed.

Good to know

• The list can be filtered by type and stage, which allows you, for example, to isolate sale opportunities that have reached the “Offer” stage.
• Opportunities also appear on the record of the relevant unit and the relevant prospect.
• The available stages are “New”, “Qualified”, “Visit booked”, “Offer”, “Won”, and “Lost”.

Related guides

• SalesManaging prospectsRegister individuals who are searching for property and define their criteria, in order to automatically suggest properties that match their requirements.
• SalesProcessing enquiriesReceive enquiries from your website and other channels, then qualify or reject them while maintaining a record of their processing.
• SalesPlan and track viewingsPlan viewings, send the confirmation with the calendar file, and record the outcome and interest level of each visitor.
• SalesRecording and negotiating offersRecord received offers, notify the seller, make counter-offers and accept the selected offer in order to open the sale.