Focus3 Overview

Policy Considerations

In order to maximize your success using Focus3, please consider the following topics regarding your Company's process:

Administrative

• Who is your Focus3 Administrator?
• What is your Password reset policy?

Prospect Assignment

• Who maintains the assigned Sales Exec and Second Sales Exec for each Contact?
• What is the current policy and procedure for assigning Contacts to Sales Execs?
• What is the procedure for changing the assigned Sales Exec for a Contact? Who is responsible for this task?
• If a duplicate Contact record is detected, what is the policy and procedure to resolve this if two or more Sales Execs are assigned to the same Contact?

Sales Process

• What is the expected turnaround time from the time a Contact inquiries to Fulfillment? Does this vary by inquiry type? (ex. Walk-in, Phone, Mail)
• Who is responsible for the initial Call to a Contact?
• What is your Delinquent Call policy?
• Is there a limit to how far out you want your Sales Execs scheduling Calls with your Contacts?
• What is the recommended time for an active Contact to have between Calls and Correspondence?
• Do you allow Sales Execs to enter their own Contacts into the database, either to solicit or to protect for them?

Lead Status

• How is Contact's Status currently measured? (ex. Hot, Warm, Cool, Cold, New, etc.)
• If a Contact's Status is set to "Inactive", but the Contact is still occasionally sent Correspondence regarding the Property, does the assigned Sales Exec still maintain ownership of that Contact?
• If a Contact's Status is set to "Dead", but later inquires or purchases, does the assigned Sales Exec still maintain ownership of that Contact?