A conversation between Scott Bossman and Mike Zaino about CRMs and sales platforms in land-investing sales workflows. They debate what constitutes a CRM versus contact-management or a sales platform, praising Follow Up Boss for native calling/texting/email, call recording, and automated contact lists, while noting it lacks full CRM deal-tracking. They recommend combining tools (Airtable, LGPass, ProcessMoto, Google Drive) to cover intake, sell-side workflows, and CRM needs.
Questions this video answers
March 26, 2021
Chapters
CRMs. Let's talk CRMs for a minute, okay?
Don't do that to me. Okay.
What do you need in a CRM? I think that's what you need to ask yourself. What do you need in your CRM? What problems are going to solve for you? Right.
Well, the biggest problem that I did not know about. Follow up boss, right. So I was always looking for something. I mean we know that we can manage our intake Fairly well inside LGPass. Now you add a little process moto to that, you add a Google Drive and you really, you've cinched down in an airtable so if you've got an airtable, a process moto, a Google Drive, right, an LG pass, your intake is gonna be rock solid. You've got the makings of a nice system. So but on the flip side, airtable works good on the sell side. But the follow up boss, which I know you could speak to that bossman, that's a game changer when that came around because prior to that I was trying to find ways to integrate things, phone numbers into pipedrive. It can be done. I know some of you out there, yes, you can use just call and ringcentral, but it's not native to pipedrive. It's not native to whatever you do. And follow up boss, Is that the right word to say it? Forbes? Native, right. It's nothing you have to do. It's right there. It's native. So you could text, call, email, keep track of things that to me. So once I found the follow up boss and you know, got my process motor rolling with some airtable and LG pass, my hunt for the CRM. I feel like the hunt for Red October was I just hunt for Red October, the hunt for the CRM was over.
There's only one problem with what you said, okay?
Add to it all.
Hope boss is not a CRM.
All right?
Except for that little piece of it. Except for the fact it's not one. Now don't get me wrong.
Well, let's help us out here. Look at again, I know my terminology. Firefighter 25 years. Matt, let's talk.
It's just not a CRM. It's a sales platform. It doesn't do CRM things, but it does kick ass and what you're talking about and it kicks a little ass. And I know pipedrive and I know salesforce and I know dynamics and I've seen sugar and all. I mean I literally like, dude, my corporate life, I see all these things and they all suck. Every single one of them sucks. Love the Transforce. You suck. And I'll tell you why you suck. Because it's whatever. It's St. Patrick's Day. Here's why you suck. You cost a lot of money and, and all you do is mess salespeople up. You just get in the way. It's constantly getting in the way. So my boss can report on whether I'm doing my job.
Is it client resource management? Is that what we're saying? CRM Customer, customer. All right, whatever. So how does that differ, Educate me and the rest of us from Follow Up Boss where I feel like I'm managing my customers, but is that not the right way to look at it?
No, Follow Up Boss is a contact management. Contact.
Okay.
I can, I can email, I can text, I can do it all in there. It's the best there is. If I could use that in my regular job, I would give Salesforce the bird tomorrow. Salesforce Admin. I could sit for the test and pass. Right? And I would absolutely choose to be in. If I didn't have connect and sell, I probably would, would, would pay for Follow Up Boss for myself. It's just so much easier to just text, text, email. Boom. All right. There also there's not nine clicking around. But it's not a CRM Pipedrive is. It's not going to track your deals. Right. And that's what a CRM really is. It's like I can track your people, I can track your properties, I can track all of those things. And so no one's got it all in this business. Right. LG Pass is more of a CRM.
That portion of Follow Up Boss where they do have a portion where you can has like a sort of Trello Kanban board. Do you use that at all?
Absolutely not.
Okay.
I use it for what it's made for. Literally it's the title. It's made to Follow up and be a boss. And it's again, that stuff is the Boss. I have two accounts. I pay $200 a month for Follow Up Boss and I love every second of it. People think I'm crazy. I get to record my wife who uses it for one half of the business and my salesperson who uses it for the other half. All the calls are recorded. We can go back and listen to them. There's game tape. There's, you know, everything's right there. The lists auto populate, right. Who should be contacted when and why. And you can quickly and efficiently go in and see what the hell is going on with the record. It's a slam dunk. I absolutely love that platform.
Yeah, I've never really figured out how I would integrate there because they do have that deal section of their, of their software and, you know, and so it looks as if it could function like a pipe drive or so on and so forth, but so do you, you proctor your wife's calls too. Does that go well?
Recording my wife's calls on the, on.
The one follow up, boss, you just mentioned, does that, does that go well?
Yeah, I love it. I. I know you do. Yeah. She doesn't care. Look, she knows she's being recorded. Look, here's the funny thing. Like, everyone gets all panicked about being recorded, right? You just stop caring. It's game tape. MJ doesn't go practice and then not watch himself. Right. That's not how Jordan, you know, got better. Like these big time athletes, they need game tape. Everybody has game tape. Why wouldn't a salesperson have game tape?
I love this, Scott. I mean, can you talk a little bit about that? So this is something you do besides the land business, you've seen in the corporate world, where you're basically listening, and not in a way to be punitive, but a way to improve sometimes.
