PropTech CRM
Months pass between the first demo given to the portfolio owner and the day the contract is signed; in that time, who objected to what and at which step the work got stuck simply disappears.
The portfolio manager, finance and IT are separate contact records under the same organisation; what each objected to sits in a note on their own card and is handed over with the organisation.
- Follow the demo, pilot and contract stages on a visual pipeline and produce a forecast
- Keep the estate agency, developer and portfolio owner records in one place together with the history of the meetings
- Keep head office and the branch on separate account records and read from the record which approval the opportunity is waiting for
- Report which customer type drops out at which stage and measure the productivity of the sales team
- Have the whole team reply from a single WhatsApp number, with conversations assigned according to the rule you define
| Developer Project Calendar | For a property developer that is your customer, every housing project is a record of its own under the account; the project's launch, sales office opening and handover dates are fields on that record; which project the software will go live on is attached to the opportunity through that project record, and projects with a launch coming up drop into the list by date. |
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| Office User Licences | The number of user licences given to an estate agency and the renewal day are fields on the account record; when the office increases the number of agents, the request for extra licences is opened as a new opportunity record under the same account. |
| Decision Maker's Objection Note | The portfolio manager, finance and IT are separate contact records attached to the same estate agency organisation; what each of them objected to sits in a note on their own contact card, and when the salesperson changes those notes are handed over together with the organisation's record. |
| Franchise Head Office Approval | In estate agencies belonging to a chain, whether the decision will come from head office or from the branch is a field on the opportunity; head office and the branch are separate account records, and the fact that a conversation running at the branch is waiting for head office approval is read from the same opportunity. |
| Pilot Portfolio Migration Record | How many of the listings of an estate agency running a pilot have been migrated is a migration record attached to the opportunity; missing fields and error notes sit on that record, and who corrected what in the second round is seen from the same place. |
Property technology is not sold to a single person: the one who tries the product is the portfolio manager, the one who approves the budget is finance, the one who asks about the integration is IT. No decision comes out until all three are convinced separately, and the longer the process runs, the less likely it is that the salesperson who gave the first presentation is the same person who sits at the table at the end.
Rapitek CRM attaches the meetings to the organisation record rather than to the salesperson; even if one person leaves, which promise was made and what was tried in the pilot stays on the record. Because stage-based reporting shows at which step and with which customer type the work slows down, the sales team's time shifts towards the side that closes most.
