As a wholesaler, managing relationships with your customers is the most important piece of the puzzle. Considering wholesaling is a numbers game, tracking, qualifying, and managing leads in any volume can be overwhelming without the right systems in place. If you want to streamline your business and have peace of mind that zero leads are slipping through the cracks, start using a CRM! I can't speak for all CRM's but I have used many of them. In my opinion, Podio CRM offers everything you need, while allowing you to customize appropriately. I'll share with you what some of my processes look like, starting from the initial phone call. I'd be interested to hear how you move leads through your pipeline!
#1 - Generating leads: I market for properties using Ringless Voicemail. I usually purchase a list of 30k - 50k records and run the dialer at 1000 voicemail drops per hour, for 3 hours per day, 5 days per week.
#2 - Everything comes through CallRail: After the RVM's are sent out, calls start to come in through CallRail. The message that the sellers are receiving provides a callback number. This number is routed to a busy line that says " Hey this Josh, I'm sorry I'm not at my desk right now, please leave your name, number, and the property address you were calling about and I'll get back to you as soon as possible". Every single person that calls that number back is stored in CallRail, including all inbound and outbound call recording for each person. You can use CallRail as a CRM to qualify leads prior to entering them in your actual CRM, which would be Podio in this case.
#3 - Qualifying leads: With 3000 RVM's being sent out per day, it's likely that you'll end up with 30-100 voicemails to listen to each day. This rate depends on how fast you're running the dialer, the type of data you're using, the number of times you have cycled the list, how many DNC's have been removed, etc... I qualify sellers using Motivation, Timeline, Condition, and Price. Once you have qualified the seller and have determined that this is a leads worth putting in your CRM, you tag it in CallRail as a lead and enter the information left from the voicemail into Podio.
#4 - Using the CRM properly!: I cannot stress this enough. A CRM is useless if you aren't using it properly. The purpose of a CRM is to make your life easier, which means the layout needs to make sense. Podio offers a ton of cool apps the provide different areas for you to nurture your lead through the process. I currently use the "Real Estate Business Management" package. This allows me to work with my leads in stages. First, all lead information is entered into a lead form, which generates a contact in the CRM. The info you need is the seller's name, phone number, and address if they left it ( If not I usually run the number through Spokeo before calling back). Once the contact is generated, I make a brief note stating what the seller said in the voicemail, mark the lead status as "Make first Contact", assign the lead to myself inside the CRM (just in case you work with others), and ALWAYS create a task! If a lead enters my CRM, it never leaves unless the seller asks to be removed from the calling list or the deal closes and the money has hit the bank. Every Single lead should have a task assigned to it! At this point, you should have a list of tasks in Podio(with due dates) that tell you to follow up with the seller. Once you start to make callbacks, you'll need to be certain that you're qualifying sellers using Motivation, Timeline, Condition, and Price. Note Taking is crucial when talking with sellers. Your notes should be documented well enough for anyone to understand what is going on with the lead. If things go smoothly, your leads will begin to work their way through the different stages of the CRM.
The Next 3 stages I work the leads through are Appointments, Offers, and Closings. With this process, I can rest assured that none of my leads slip through the cracks.
