Hello:

 

My business is a law practice engaged primarily in real estate closings --- purchases and refinances, residential and commercial.

 

Based upon our experience our business source is an individual person (could be a loan officer, real estate or other referring individual source). 

 

Our Business Source:

The individual person can and does change the company he/she works for.  We look to the person to provide business, not the company he/she works for at any given time.

 

The SOURCE of our Business Source -- Campaigns:

Our business sources come from different marketing campaigns, including referral from other satisfied business sources.

 

Our Product/Service:

The business source refers closings to us.  The closing is our "product/revenue unit" and may be a PurchaseAInstitution, PurchaseANonInstitution, PurchaseFHA, PurchaseOther, RefinanceAInstitution, etc.  Each of these products has a "set" fee.

 

Our Opportunity/Potential:

Once we receive the request for title/closing, we have an opportunity/potential to close business.

 

The goal is to get multiple and Potentials/Opportunities from our business sources. 

 

 

I'm a little confused as to the best way to set up our business sources in CRM.  We have definitely determined through experience that our business source should be listed as the Account as opposed to the company he/she works for at any given time.  We tried placing the business source person under the Company Account last year while using Salesforce.  Because our business source person switched companies, it was difficult to get good information on the business source person's performance over a period of time because of the change in Accounts.

 

To complicate matters a little more, we offer additional services to the opportunity/potential such as estate planning.  It would seem to me that once the "person" who is the borrower in the proposed closing becomes a client for other services then that person will become a lead, contact or account with it's own opportunity/potential --- for example a Will.

 

Thank you in advance for your assistance.

 

Joel