Viewings are where deals live—or die in silence
Most “CRM problems” are actually calendar discipline problems wearing a hoodie.
Confirm like you mean it
A maybe-RSVP is a future apology. Confirm time, tower access, parking reality, and who brings keys—especially on summer afternoons.
No-shows are data
Track them without drama. Patterns show you which lead sources burn time and which clients need firmer gates.
Notes should survive Monday
If your note is “good viewing,” you didn’t take a note. Capture objections, spouse dynamics, timeline, and next step you promised.
Handoffs need a baton, not a hint
Team coverage breaks when ownership is fuzzy. Say the name out loud: who owns follow-up, and by when.