BUSINESS OBJECTIVE

• Enable corporate headquarters to manage regional sales offices
• Centralize CRM data from the company’s various offices across the country
• Improve sales workflows, minimizing extra steps
• Execute and report on sales strategies throughout the entire company

BUSINESS CHALLENGE

• Buy Owner, a company that has been selling real estate solutions since 1984 to homeowners planning to bypass realtors and sell their own homes, needed to better manage its entire sales strategy across the nation. The company had several separate CRM systems – one for each regional office. The lack of a centralized system resulted in information silos, an inability to effectively see the ‘big picture’, and difficulties developing effective sales strategies.

SOLUTION

• The company contacted Intelestream for a CRM solution that could integrate their sales force while matching their business processes. Intelestream and Buy Owner determined together that intelecrm would best be suited to accomplish these goals.
• Intelestream implemented a single on-demand instance of intelecrm™ for the company’s entire nationwide sales force. The application’s only requirement is that users have an Internet connection and a web browser. It can be accessed anywhere in the world and no software is necessary.
• Intelestream trained all users and encouraged user adoption by tweaking the application to match the company’s specific sales processes and reduce click flow.
• Integrated USPS zip code data, Google Maps, and a Territory module included in intelecrm helped better equip Buy Owner appointment setters and sales representatives to save time and do their jobs more efficiently.
• With the intelecrm Superfast module, the Buy Owner sales team can very quickly access the data they need, without extra clicks.

BUSINESS VALUE REALIZED

• The configuration of the intelecrm Premium Edition’s user interface gave employees an intuitive, easy-to-use application capable of helping users in multiple regional offices.
• Intelestream’s customizations of intelecrm cut the time it takes for Buy Owner’s sales team to follow up on leads and close deals.
• Buy Owner now has the ability to report on a variety of metrics across the organization, helping the company develop all encompassing sales strategies that generate more revenue for the company.

ORGANIZATIONAL BACKGROUND Since 1984, long before the Internet boom, Buy Owner has been helping buyers and sellers of real estate save thousands of dollars in real estate commissions. Establishing itself as the original for sale by owner company, Buy Owner grew and expanded its expertise to the Internet, becoming the first “by owner” company to provide magazine quality text and pictures to a real estate web site. As the Internet market expanded so did Buy Owner by offering virtual tours with almost every listing online. Add to that our talking properties and talking yard sign and you have a pioneer in the real estate industry that is ready to help you sell your home.