Chapter 29 - Working with Prospects

Enter a Prospect

•  Click the New button in the upper right to open a blank record
• Salutation field: Not required; enter as Dr., Mr., Mrs., etc...
• First Name field:  Required; enter as given
• Last Name field:  Required; enter as given or if not given enter a ?
• Phone 1 field:  Enter area code and number (just the numbers; system will format)
• Phone Description field: Select appropriate description
• Phone 2 field:  Enter area code and number (just the numbers; system will format)
• Phone Description field: Select appropriate description
• E-Mail field: Not required; enter if provided
• Address 1:  Not required; enter if provided
• Address 2:  Not required; enter if provided
• City:    Not required; enter if provided
• State:  Not required; enter if provided
• Zip:     Not required; enter if provided
• Origin:  Required
• Company:     Select this option if prospect is from a company source
• Agent:           Select this option if prospect is from an agent
• VML:             
• Relocation:   Select this option if prospect is from a referral source
• Coop Agent: Select this option if the prospect is a co-op agent
• Last Contact Date:  Populated by system as call events are completed
• Next Contact Date:  Populated by system as call events are completed (Removed when final outbound call is completed)
• Status:  Populated by system
• Type:  Default is Buyer; select appropriate type from list
• Notes:  Enter any info
• Profile: If Buyer type, fill out as much as possible
• Referrals button:  Applies to Relocation type only:
• Select button
• Enter/select office that is to be paid
• Enter/select Inbound/Outbound option
• Enter % to be paid (e.g., .25, .35, etc…)