In this blog regarding our Real Estate 360 Accelerator I will give you a short introduction to a couple of its most important functionalities. We created our Real Estate 360 Accelerator based on our extensive experience with multiple Real Estate clients (e.g. ION, Extensa, Zabra Real Estate and Groep Huyzentruyt) and we continue to improve on it ever since. In this blogpost, I will guide you through the entire real estate lifecycle: from the sales process all the way to the billing process. This blog will be part of a series regarding our Real Estate 360 Accelerator. I’m certain we can trigger your interest in following this series and perhaps we can meet up to support your company’s own story on Salesforce!
With the sale of units, an enormous amount of information is kept within the different stages. It’s important for a company that this information can be accessed in a structured and efficient manner. You want a system you can rely on and that can help you to focus on the important parts of your business.
With our Real Estate 360 Accelerator, we tailored the Salesforce environment specifically to the needs of the Real Estate industry. Together with the standard Salesforce functionality, this proved to be a great match.
From Sales to Billing
The Sales Process
Salesforce is known as the world’s #1 CRM solution that can increase your productivity and boost your sales. The Real Estate sector has a specific sales process that involves an enormous amount of leads that only convert to a couple of actual sales. Therefore it’s important that this process can be done in an efficient and effective way.
Your Projects and underlying Units are obviously at the core of the system. New potential customers (or as we call them: Leads) can have a Project Interest expressed through forms on your website. This comes in handy for a Sales Rep who can then contact the Lead for a personal follow-up. In addition, the Sales Rep can manually assign project interests to the Lead based on the meeting they had. In the end you’ll always be able to keep an overview of all the project interests your customers had before buying. Over time this really enables you to gain a lot of insights into the buying behaviour of your customer and to base your future Projects on these insights.
Your Sales Representatives can work on their Leads and keep track of the important information in one place. A defined structure is in place to help the Sales Representatives to concentrate on the most important task: ‘Qualifying their leads for potential sales’.
Since the information is centralised, it’s easy to report on the different aspects of this selling process. It can be eye-opening to see the customer lifecycle of the Leads gained through different Channels/Lead Sources. This allows for informed decisions on where to spend the marketing budget next year, as you’ll have a clear indication what the ROI is of each channel. Talking about fine tuning your sales- and marketing processes, am I right?!
Your Sales Representative will be able to follow up with the potential buyer via a so-called Opportunity in Salesforce. As you can imagine, this Opportunity process will involve different steps regarding Project- and Sales Unit information to get to a point where the potential buyer is ready to commit to a Unit. Throughout this process, the Sales Representative can easily consult all the necessary information about the project interests, the unit’s details & prices, etc., since it’s all kept on one-and-the-same platform! Registering interests, options and eventually the agreement and deed information has never been so easy!
Oh and did I already mention that this will also be possible via the mobile app?! Rest assured, this will take your sales to a whole new level!
Once again, Salesforce shines through its Reports, Dashboards and Lists, where the Sales Representative can always keep track of their most important KPIs: targets, pipeline, projects by status, amount of options taken, and the list goes on…
The Billing Process
As if the above wasn’t already enough, our Real Estate 360 Accelerator also provides a lot of out-of-the-box functionality for the specific Real Estate billing processes. Allow me to explain in more detail: keep track of the different invoicing parts (in accordance with Belgium’s Wet Breyne/Loi Breyne) and generate invoices for the different Sales Units with only the push of a button. Are you already convinced this can significantly improve your billing process! I am!
With a powerful tool like Salesforce it is possible to connect with your Accounting system. If by chance you are using Exact Online, Cloud Innovation can even offer its very own connector so you don’t have to build this connection up from the ground. The Sales Invoices will be synchronized to your Accounting system and useful payment information will be made available in Salesforce for all your users to access!
I can imagine that you might already have some additional questions and considerations for this process If so, allow me to sum up some very important aspects of our Accelerator:
- What if we have multiple buyers with different percentages of Ownership that need to be taken into account in the calculation of the invoice amount?
We have got you covered! Salesforce will generate an invoice for each buyer of a sales unit with the corresponding amount for their percentage.
- What if the different invoicing parts involve different companies?
We got you covered! Salesforce will keep into account if the customer needs to be billed from a different company. It will automatically create separate invoices for each company for each customer.
- But we still need to send the invoices to the customer, right?
We got you covered! The validated invoices can automatically be sent to the customer or you can even choose to make them digitally available via a Salesforce Community.
Since your billing process is done within Salesforce, you can also create reports and dashboards regarding invoices, invoicing parts and any other aspect of your billing process per project!
And so much more
This concludes my introduction to our Real Estate 360 Accelerator on the Salesforce platform. I hope this quick overview on some of the important aspects has got you excited.
This was just a tip of the iceberg, as there are many other things I could talk about regarding the match between Real Estate and Salesforce. Think about the Project Development, After-Sales Process or closely working together with partners and brokers. We’ll cover those topics in the next part of this blog series regarding our Real Estate 360 Accelerator.
If you’re already excited about all the possibilities and can’t wait to discuss the next steps towards Salesforce with our Real Estate 360 Accelerator: Check out our Real Estate 360 Accelerator and contact us today!