DATE: 9/15/2021
NAME OF POSITION: Qual Sales Manager
PERSON’S SENIOR: VP Qual
PURPOSE (The reason why the position exists): To ensure absolutely zero properties go past 12 months without being sold to a family and giving the investor a return. Every time a property goes past 12 months, we lose 20k+. Honestly even if a property goes past 8-9 months, we lose untold income in that the upset Investor will now not want to invest further or refer us to others. The purpose of this post is to sell hard to sell homes, Product 4. EasyHomes Salespeople try to sell the most properties possible so that does mean properties fall through the cracks. This post is there to sell the properties that fall through the cracks by any means necessary for at least as much as the investor paid for the property including the Homes Sale Warranty.
VIEWPOINT (The viewpoint that an employee should have, to be successful at the job): All homes are sellable. Your viewpoint should be that you are fully able to, by yourself, get any property sold to a family, there is always someone who is looking for a property to live in. Roof problem? There is a roofer. Plumbing problem, there is some new family whose grandfather is a retired master plumber. The main thing about this post is you must be okay with being told “no”, each of these properties have already received 500+ leads and still not sold. So, you will be told issues and that the property won’t be sold. So you should have a very can-do, determined attitude.
COMPUTER SKILLS REQUIRED: Odoo, Microsoft Office and general PC computer knowledge.
SKILLS REQUIRED: Good negotiating skills, ability to convince people, excellent memory, patience, skills in communication: able to make friends, listening and being able to handle originations and concerns. The ability to keep track of large amounts of details in relation to several cycles at once. Determination.
RESPONSIBILITIES OF THE POSITION:
- Sell your assigned homes for at least as much as the investor paid before the investor has owned the property for 12 months
- Knowing which properties you have to sell.
- Ensuring and pushing to make sure you always have at least 5 properties.
- To sell the properties you are assigned
- To vet potential buyers ensure they will pay on time.
- Call references.
- Set up and get contracts signed.
- Sending out contracts.
- Creatively find solutions to get properties sold.
- To have no investor own a property for 12 months without it being sold to a family
WEEKLY ACTIONS:
- Sell properties
- If you’ve sold a property make sure you’re assigned another
- Talk to lots of potential Buyers
DAILY ACTIONS AND QUANTITIES or EXPECTATIONS:
- Check Matrix for uncalled leads
- Coordinate with EasyHomes Promo/ Advertising manager on post ads for properties on the calleasy.com and Turbo Tenant
- Call all leads – 30 per day
- Cold call potential buyers – 30 per day
- Showings – 5 per week
STATISTICS:
- # House Sold
SUB- STATS:
- # of Calls – 30 per Day minimum
- # of Showings – 1 per day
- Contracts out – 4 per month minimum
- Performing Homes Created – 3 per month minimum
VALUABLE FINAL PRODUCT:
QUAL HOMES SOLD TO FAMILIES
Glossary of terms:
- Trust (Land Trust): A legal document that can own property. This document has two key roles in it. The Trustee, who operates as the property owner and handles the asset and the beneficiary who directs the trustee in all matters relating to the management of the property and receives all the benefits from the property, as outlined in the trust agreement or deed. There are many advantages to a Trust which can be explained in detail by your senior.
- ABI (Assignment of Beneficial interest: This is our version of a real estate closing. The homes are owned by a Trust. People don’t technically own trusts, they instead have the beneficial interest of them, which means they are the ones who make decisions and receive any benefit from them. So, when you assign beneficial interest for all intents and purposes, you are transferring the ownership of the Trust and therefore the ownership of the homes.
- Comm (Communication: When terminal A originates something, Terminal B receives it then Terminal B originates a response and Terminal A receives it.
- Founders: Investors who have proven themselves as successful agents who now run their own agents and therefore receive a marketing bonus for the clients their agents bring in.
- Land Contract/Contract For Deed: A land contract is a form of seller financing. It is similar to a mortgage, but rather than borrowing money from a lender or bank to buy real estate, the buyer makes to the real estate owner, or seller, until the purchase price is paid in full.
- Amortization: is the process of spreading out a loan into a series of fixed payments over time. You’ll be paying off the loan’s interest and principal in different amounts each month, although your total payment remains equal each period
- Real Estate: Property consisting of land and buildings.
Fast Start Hat written by:
Angelica Gomez- SVP Ops E&H Inc.
Fast Start Hat updated by:
Juliana Gonzalez- Quality Control VP .