Residential Real Estate Developer

The Challenge

Sales was tracked by enquiry, not by unit, so two reps could negotiate on the same apartment and only discover the clash at booking. Channel partners introduced a large share of buyers but commission attribution was argued over after the fact from WhatsApp screenshots. Once a unit was booked, construction-milestone payment demands were raised manually from a spreadsheet, so collections slipped whenever whoever owned that spreadsheet was busy or away.

Zoho Products Used

The Solution

Modelled every unit across the three projects as its own inventory record in Zoho CRM, with live status from available through held, booked, and registered, so a hold blocks any competing negotiation immediately. Channel-partner introductions are captured at first enquiry with a time-stamped attribution rule, making commission calculation a report rather than an argument. Booking paperwork goes out through Zoho Sign, and milestone-linked payment demands generate automatically against construction progress, with escalating reminders and a collections dashboard by project, tower, and milestone.

1
Phase 1
2 weeks
Inventory and sales-process mapping
Mapped the full journey from enquiry to registration across all three projects, and catalogued every unit with its configuration, floor, facing, and price band — the inventory spine everything else hangs from.
What came out of it
• Enquiry-to-registration process map
• Unit inventory catalogue across three projects
• Hold, release, and booking rules agreed with sales leadership
2
Phase 2
2 weeks
Unit-level CRM data model
Built units as first-class records linked to deals, so a negotiation is always against a specific unit and a hold is enforced by the system rather than by whoever answers the phone first.
What came out of it
• Unit inventory module with live status lifecycle
• Deal-to-unit linkage with hold enforcement and expiry
3
Phase 3
2 weeks
Channel-partner attribution
Captured partner introductions at first enquiry with a time-stamped rule that settles attribution up front, then automated the commission calculation that used to be reconstructed from chat history.
What came out of it
• Partner registration and time-stamped attribution rule
• Automated commission calculation and partner statements
4
Phase 4
3 weeks
Booking paperwork and milestone demands
Moved booking forms and agreements onto Zoho Sign, and built the automation that raises milestone payment demands against construction progress instead of against someone remembering the spreadsheet.
What came out of it
• Zoho Sign booking and agreement flow
• Milestone-triggered demand generation into Zoho Books
• Escalating payment reminder sequence
5
Phase 5
1 week
Collections dashboards and rollout
Built collections and inventory dashboards by project, tower, and milestone, then trained site sales teams on the unit-first way of working, which was the real change for reps used to thinking in enquiries.
What came out of it
• Collections dashboard by project, tower, and milestone
• Live availability board for site sales teams
• Site team training and handover

Before and After

Business Results

• Live unit-level availability across three projects, with holds enforced by the system
• Channel-partner commission settled from time-stamped attribution instead of disputed after the fact
• Milestone payment demands raised on schedule without manual tracking
• Collections visibility by project, tower, and milestone for leadership