MARKETING & SALES

PROCESS FLOW
CLIENT PROSPECTING
• Clients leads are generated by:
 Cold Calling
 Receiving inquiries via:
o Facebook inquiries
o Myvirtudesk.com
o Referrals through Pavel
• Information is loaded through Follow Up Boss and calls are scheduled
accordingly, if not immediately.
• Marketing Specialist qualifies client, and schedules the VA Interview through
the following tools:
• Google Sheets Master List Calendar
• Google Calendar for Placements
POINTS OF DISCUSSION
• General Tasks of the ISA • Profile of ISA
 Calling to Expireds  Location
 FSBOs  Experience
 Make Me Moves • Working Hours & Rates
 Circle Prospecting
• Flexibility of hours
 Lead Management in Database
• Systems to be Used
• Scripts used by ISA
• Possible schedule for VA Interview
• Daily Goal
TOP THREE INQUIRIES
• Previous Experience in Real-Estate
• Success rate of company
• Success rate of the VA
TYPE OF LEADS
LEAD TYPE DEC-APRIL 2017 LEAD TYPE
Total Lead Count 267
Total Referred leads 214

• Out of 267 leads, 44% were

referrals coming from both 44% Total Lead Count
56% Total Referred leads
Facebook and Virtudesk.com
TYPE OF LEADS
LEAD TYPE DEC-APRIL 2017 Interview Conversion Rate
Total Leads 267
Total Interviews Scheduled 113

• Out of 267 leads, 30% or 113 clients 30%

agreed to interview our VAs. Total Interviews Scheduled

Total Leads

70%
CLIENT SHOW RATE*
Client Show Rate
LEAD TYPE DEC-APRIL 2017
Interviewed 58
No Show 18
TOTAL SCHEDULED CIs 76 24%

• We were able to schedule a total No Show

of 76 interviews over four months Interviewed

• We were able to facilitate 76% of

the VA interviews. 76%

• We have a No Show/Cancel rate

of 24%

*Available data from Google Calendar

since January 2017
FOLLOW UP PROCESS

• 1st Day
o First contact, Leave VM if possible
o If No Answer (NA), call back after 10 minutes
o If NA, call back after two hours, Leave VM.
o If NA, call back at EOD 6PM, Leave VM & send e-mail with suggested time.
• 2nd Day
o Call at original scheduled time
o If NA, call back at EOD 6PM, Leave VM
o Send e-mail reaching out.
FOLLOW UP PROCESS

• 5th Day
o Call at original scheduled time
o If NA, call back at EOD 6PM, Leave VM
o Send e-mail follow-up

• 10th Day
o Call at original scheduled time
o If NA, call back at EOD 6PM, Leave VM
SWOTS
STRENGTHS WEAKNESSES
• Client’s concerns are easily • Unable to overcome objections
addressed and resolved. regarding pricing
• Solid presentation can be made to • Prospecting through Cold calling
clients.
SWOTS
OPPORTUNITIES THREATS
• Formulate a better plan to keep • Companies offering lower pricing
track of client interviews, and the for ISA services
turnouts