Lesson 2

Mark has returned from Aruba with a nice sunburn because he doesn't believe in sunscreen - too many chemicals. He just slathers on some aloe and hopes to fend off the skin cancer for a few more decades. Once Mark has bought a few bottles of aloe, he is ready to get back to work.

Adding a Touchpoint

Mark signs in to Reach to see which Leads he should follow up with.

  1. In the sidebar, Mark clicks on Leads
  2. Beside the Leads header, Mark clicks on Sellers
  3. Mark looks at the Contact By column and notices that he should follow up with Robert Miller
  4. In the row for Robert Miller, Mark clicks on the 3-dot More menu
  5. Mark clicks on View Details
  6. Mark scrolls down to the Activity section to review the Events and Touchpoints

Mark knows that Robert has been a little on the fence about selling his investment property. Robert is one of those people who try to time the market perfectly but always seem to just miss it. "Next time" he says. Mark has classified Robert as a Warm Lead because he is interested in selling in the next few months, he just wants to time it right. Mark reviews the Events and the Touchpoints to remind himself of his past correspondence with Robert (the Aruba sun can make you forget all about work). Mark decides to give Robert a call to see where he's at. Turns out Robert was just thinking that he better pull the trigger soon and he will get back to him in a few days.

  1. In the sidebar, Mark clicks on Leads
  2. Beside the Leads header, Mark clicks on Sellers
  3. In the row for Robert Miller, Mark clicks on the 3-dot "More" menu
  4. Mark clicks on the Get in Touch button
  5. Mark selects Call option for the Contact Method
  6. Mark writes down for the Note "Wanting to pull the trigger soon."
  7. Mark clicks OK to add the Touchpoint

Adding a Listing

After a few days, Robert calls Mark and has decided to sell. Apparently the peak was a few weeks ago and Robert wants to sell before the market slumps any more. Mark decides he needs to update his Reach entry for Robert and create a new Listing.

  1. In the sidebar, Mark clicks on Leads
  2. Beside the Leads header, Mark clicks on Sellers
  3. Mark expands the Warm Sellers section and clicks on Robert Miller
  4. Mark clicks Edit and adds the following information:
    • Mark clicks Add Address
    • Address is "12-985 Joyful Crescent"
    • City is "Vancouver",
    • Province is BC,
    • Postal Code is "V7J 6G8"
    • The Type of address is an Investment
    • In the Property Info section, Mark selects 12-985 Joyful Crescent from the Address drop down
    • Mark specifies that the Type is a Townhouse, it has 2 Bedrooms, 2 Bathrooms, and is 1500 Square Feet
    • Mark clicks Save

Now that Mark has updated Robert's information to include the address he is wanting to sell, Mark can create a Listing directly from Robert's Property Info.

  1. In the Property Info section of Robert Miller's details, Mark clicks the Create Listing button
  2. Mark enters the following information:
    • The Price is $975,000
    • The Listing Date is 1 week from today
    • The Expiry Date is 1 month after the Listing Date
    • For the Notes section, Mark puts down that the strata fees are $350/month
    • Mark clicks Save

Mark is happy that Robert has finally pulled the trigger. A week will give Mark some time to get everything sorted and listing information up on MLS. Mark notices in Reach that Robert is no longer a Lead. This makes sense, Mark thinks, as he has successfully turned Robert from a Lead into someone with a Listing.

Creating a Task

Now that the Listing has been created, Mark needs to make sure he remembers everything he needs to do before he lists the property next week so he decides to create some Tasks.

  1. In the sidebar, Mark clicks on Tasks
  2. In the Add Task section, Mark enters the following information
    • Title is "Prepare For Listing"
    • Mark clicks on Add Listing and selects 12-985 Joyful Crescent, Vancouver and clicks Select
    • Mark clicks on Add Subtask
    • Mark enters "Stage Property" as the Subtask Title
    • Mark enters 3 days from now as the Due Date
    • Mark clicks Save for the Subtask
    • Mark clicks on Add Subtask a second time
    • Mark enters "Book Photographer" as the Subtask Title
    • Mark enters tomorrow as the Due Date
    • Mark clicks Save for the Subtask
    • Mark clicks Save for the Task

Mark looks over at his list of Tasks and sees the newly entered task "Prepare for Listing" in his task list. Knowing that his tasks are tracked, he starts calling his photographer to see their availability. Unfortunately, they didn't answer the phone so Mark thinks he will just try again later.

Completing Subtasks

The next morning, Mark wakes up and decides to start work a bit early while the house is still quiet. He checks Reach to see what is on his list for today.

  1. In the sidebar, Mark clicks on Calendar
  2. Mark selects the current day

Mark looks at the Calendar and sees that the "Book Photographer" Task is due today. Oh no! Mark never called back the photographer the day before. He quickly picks up the phone and calls the photographer. Once he hangs up he decides to cross it off his list.

  1. In the sidebar, click on Calendar
  2. Mark selects the current day
  3. In the Activity section, Mark clicks on Tasks
  4. Mark clicks the checkbox beside Book Photographer

Mark notices that the Task immediately goes away now that it has been completed. Mark can't quite remember what else he needs to do for this specific Listing so he decides to check.

  1. In the sidebar, Mark clicks on Tasks
  2. Mark finds the Prepare for Listing Task
  3. Mark clicks the down arrow to expand the Task

Mark sees that the Book Photographer Subtask is marked as completed whereas the Stage Property Subtask is still outstanding. Wanting to have a super productive morning, he calls the stagers to see if they can come in the next few days to stage the property. Once he's booked a time, he decides to complete the Subtask

  1. In the sidebar, Mark clicks on Tasks
  2. Mark finds the Prepare for Listing Task
  3. Mark clicks the down arrow to expand the Task
  4. Mark clicks the checkbox on Stage Property

Mark feels a sense of accomplishment that he is all ready to list the property. Wanting to pump himself up a bit more, he wants to see his recent list of completed Tasks.

  1. Mark clicks on the Completed button beside the Tasks header

Mark sees that his Prepare for Listing Task has been moved to the Completed section and if he navigates back to Active, that it is no longer there. Seeing a list of completed Tasks really helps Mark feel like he is getting things done, especially when some of his clients are moving slower than glaciers.

Converting a Listing to a Seller Transaction

Fast forward two weeks and Mark and Robert are sitting down to review multiple offers. Seeing as how Robert purely cares about top dollar, he simply chooses the highest. Once phone calls have been made to confirm, Mark wants to mark the Listing as having an accepted offer.

  1. In the sidebar, Mark clicks on Listings
  2. Mark clicks on 12-985 Joyful Crescent, Vancouver in the Listings table
  3. Mark clicks on the Add Accepted Offer button in the Listing details
  4. Mark fills out the following information for the Transaction
    • Offer is "$1,001,000"
    • Subject Removal date is 2 weeks from now
    • Mark clicks Save

Mark is happy to see another Transaction in the pipeline.

Removing Subjects

2 weeks later, the buyers have decided to remove subjects and move forward with the purchase. Mark opens up Reach to update the Transaction

  1. In the sidebar, Mark clicks on Transactions
  2. Under the Conditional Sales section, Mark clicks on the Remove Subjects button for 12-985 Joyful Crescent, Vancouver
  3. Mark enters the following information
    • Completion as per the offer is 10 days from now
    • Possession is same as the Completion Date
    • Mark clicks Save

Mark sees his Transaction move from the Conditional Sales section to the Firm Sales section. He can't wait for 10 days when he can click that Complete Transaction button. Once this Transaction completes, Mark decides that his commission may need to go towards some house repairs. He needs to give his sunburn some time to heal.

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