A developer's sales team at a four-day property show

The situation

Visitors to a property show are mostly private buyers. They look at the model, ask about three-bedroom units and the payment plan, and visit four other stands before lunch. A buyer who hears nothing by the weekend has usually reserved elsewhere.

Before

Agents wrote names and numbers on forms. The forms were typed up the week after. Some numbers were wrong, and several families were called by two agents who had each spoken to a different member of the family.

Setting up

Each agent has a digital card in the project’s colours, with the brochure, floor plans and payment plan attached. The WhatsApp message is approved in Arabic and English. The reminder periods are set shorter for this workspace, because buyers decide in days.

At the show

An agent shows his QR. The buyer scans it, saves his number and types her own details. They arrive as a lead for that agent with her consent recorded. He taps Three-bedroom and Within 30 days, and sends the brochure page on WhatsApp while she is still looking at the model.

The next day she comes back with her husband and they speak to another agent. When he enters her number, the app says a colleague met her yesterday. He adds the visit to the first agent’s lead, and the first agent is told.

After the show

The sales director’s phone shows each team’s leads, hot leads and overdue tasks. On Sunday seven hot leads have had no call. He nudges their agents with one tap each.

The developer’s CRM is Zoho. Until that connector is ready, the director exports the leads each evening and they are imported there.