|4.2 Lead Management Manager Reference Guide - Version 3|
4.2 Lead Management Manager Reference GuideVersion 3
|Printed on June 06, 2020|
|22.214.171.124 Lead Management - What is it?|
Lead Management is an Internet based computer program designed to assist the Ashton Woods
sales staff in contacting potential buyers who have visited our communities.
If you go and visit most new home communities, little follow-up is ever conducted among people who visit the communities. To complement the product and community design differences we have established versus our competitors, Ashton Woods is committed to building a world-class selling organization that follows up with potential buyers.
Lead Management is an easy-to-use computer program that assists you with contact management and helps perform an email, letter and phone contact program specially designed for each potential buyer.
As you learn more about Lead Management and it’s capabilities you will see it is a contact manager, office assistant and personal organizer.
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|126.96.36.199 Lead Management - Why use it?|
Lead Management is a tool that makes you - the Ashton Woods Sales Representative – more
efficient and effective. Combined with your world-class selling skills the combination will produce
the best-selling communities in the area.
How does Lead Management make you more efficient? By entering in your potential buyers (commonly referred to as traffic) contact information, Lead Management then starts a process designed for each buyer to help you provide email, phone and written follow-up. It provides reminders when each step is to be accomplished – freeing you from keeping track of the details and concentrating on the keys aspects of selling. It’s an office assistant by printing out letters for you, filing past correspondence and allowing you to keep a paper trail of past contacts and conversations. It’s a personal organizer by providing contact information for all of your potential buyers and a calendar through with you can communicate with your sales manager.
However, the most important reason for using Lead Management is it will help you sell more homes. How often have you wanted to clone yourself to accomplish all of the tasks you needed to perform within a day? Our most successful sales people tell us that lead-management is almost that good. It’s performs the mundane tasks that high-potential sales people typically don’t like to do to free you up for what you do best, and that is sell homes.
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1-Manage Sales PeopleLet’s look at each section of the sales manager’s function.
5-View Prospects-Homeowner Review
Remember: All items marked with a red asterisk (*) are required in order for the prospect to be registered.The “Edit/Delete” a prospect allows the sales manager to make changes to a prospect’s status or to delete them altogether. This would occur if you were covering for an absent sales rep.
|Report Name||Report Type|
|Salesperson Report||Scroll down and pick the community, staff and time span. Click the box that says "generate report" and a daily, weekly or monthly report for any or all sales people will be generated.|
|Prospect to Sale Report by Agent||For this report, simply choose the community and time span you wish to view, click "generate report" and the LMM will produce a report that lists each sales manager, salesperson, community and prospect and how long it took to generate a sale for each.|
|Change in Status Report||Simply choose a time span and a report will be generated that will show a subdivision's change in status to reflect changes in sales managers and/or sales staff.|
|Active Prospect Rating Report||Here you can choose to display your active prospects by either salesperson or community or you can generate both reports. You will be asked to choose either a salesperson or a community and then choose the level of prospects you wish to see. Usually, only A and B prospects would be entered for this report. Click on the "generate report" box and community or sales person will present your data.|
|Lost Buyer Report||Scroll down and pick a community and a time frame and a report will be generated that will list all lost buyers for that time period and the reason that they will not be purchasing an Ashton Woods home.|
|Prospect Alert Report||Scroll down and pick a community and a time frame and the LMM will generate a report that lists all prospects, their salesperson and their alerts for that time period.|
|Traffic Report by Day||Here you can get a report on community traffic by week, month or quarter, or if you need to, even a daily time period. Simply enter the time period you wish to see, click "generate report" and you will get a report of all traffic for that period in every community.|
|Traffic Report by Hour||Here you can see all the traffic by hour in one community or all communities. Simply choose the community you wish to view, time period and click on "generate report".|
|Traffic Report by Source||Here you can see all the traffic by source. These sources will be those that were reported when a prospect first visited a community and related how they came to hear about Ashton Woods Homes. For example, Newspaper C, Flyer A or Sign B. Again, choose either one or all communities and a Page 7 of 7 time frame and generate your report. See the Lead Management Administrative Assistant in your city for a list of source codes.|
|Traffic Report by Income||Choose one or all communities and a time frame. Generate your report and all prospects will be grouped based on sales potential as a percentage of income.|
|Traffic Report by Zip Code||Choose one or all communities and a time frame. Generate your report and all prospects will be listed based on zip code.|
|Sales Report by Source||Choose one or all communities and a time frame. A sales report by source will be generated when you choose the "generate report" option.|
|Prospects by Week||This will allow you to see, on a 52-week basis, all prospects based on either community or sales person. Choose a year. Next choose EITHER a sales rep or a community. Click "generate report". You will now be able to see a yearly summary of all prospects for a particular community or salesperson.|
|Lost Buyer Report By Division||Select by week, month, quarter or enter a time span. The report will generate the Lost buyer by Division, broken down by community, and the reasons why the lead was lost.|
|I-Blast Report||Select I-Blast, staff person, and enter a time span. The report will generate the dates and times of when the particular I-blast was sent out.|
|I-Lead Detail Report||Select by week, month, quarter or enter a time span. The report will generate a list of prospects and the dates they were assigned to a particular sales agent (most leads will fall under the ISC category; it will be rare for any other type of agent to get an I-lead).|
|I-Lead Summary Report||Select by week, month, quarter or enter a time span. The report will generate I-lead totals by Agent name in the specified period of time. (Most leads will fall under the ISC category; it will be rare for any other type of agent to get an I-lead.)|
|Active Prospects Summary Report||Select by week, month, quarter or enter a time span. The report will generate ABCDI Leads entered into the system by staff in the specified period of time.|
|Purchaser Profile Summary Report||Select Community and week, month, quarter or enter a time span. The report will generate all leads that are currently under contract in the system for the particular Agents under the Sales Manager. Marketing details (e.g. plan purchased, sales range price, first time homebuyer, most important factor in decision to purchase) are displayed in the report.|
|Realtor View Report||Report generates a list of cooperating realtors in the sales process. Basically this is an informational tool only.|
|Registration Card Summary Report||Select by week, month, quarter or enter a time span, then select sold status and communities. The report will generate all leads (by sold status) that are in the system for the specified time period, for the agents under the Sales Manager. Marketing details such as Age, Marital Status, What features are most important to you, etc… are displayed in this report.|
|Converted To Sale Report||Select by week, month, quarter or enter a time span. The report will generate a list of prospects that have converted to a sale in the specified time period. This report is broken down by Agent, and lists the details such as: Lead name, date converted, and totals.|
|Converted To Sale Summary||Select by week, month, quarter or enter a time span. The report will generate a summary of each Agents total sales in a specified time span.|
|To exit the LMM at anytime, click "LogOut" at the top right hand corner of the screen.|