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Deal Management Training

Master the complete deal lifecycle from lead to close

1. Introduction to Deal Management

Deal Management in LandTech provides a complete system for tracking every transaction from initial lead to final closing. This comprehensive training covers pipeline management, stage progression, document handling, task coordination, and successful closing strategies.

Pipeline View

Visual board showing all active deals by stage. Drag-and-drop to move deals forward.

Deal Records

Detailed view for each transaction containing contracts, tasks, contacts, and financial data.

2. Mastering the Deal Pipeline

The Kanban Board View

Your deal pipeline is visualized as a Kanban board - columns representing stages of the deal, with cards representing individual properties.

1

Access the Pipeline

Navigate to 'Deals' in the main menu to see your active pipeline.

2

Create a New Deal

Click the '+ New Deal' button. Link it to a property and a primary contact (Seller or Buyer).

3

Move Deals Between Stages

Drag and drop deal cards from one column to another as they progress (e.g., from 'Lead' to 'Under Contract').

4

Filter Your View

Use filters to see only 'My Deals', deals in specific counties, or high-value opportunities.

Pro Tip: Keep your pipeline clean! If a deal dies, archive it immediately. An accurate pipeline helps you forecast revenue and focus on what's real.

3. Understanding Deal Stages

1. Lead / Prospect

Initial contact made. Qualifying the seller and property.

2. Analysis & Offer

Running comps, determining MAO (Max Allowable Offer), and presenting the offer to the seller.

3. Negotiation

Counter-offers and terms discussion. Getting to a signed Purchase Sale Agreement (PSA).

4. Under Contract

Contract signed! Opening escrow/title work. Marketing to buyers (if wholesaling).

5. Due Diligence

Deep dive: Title search, percolation tests, surveys, confirming access and utilities.

6. Closing

Final paperwork, funding, and recording the deed. Getting paid!

4. Managing Deal Documents

Every deal has a dedicated document repository synced with Google Drive/SharePoint. The Documents tab on Deal Details is the central hub for generating, tracking, and managing all deal paperwork.

Current PSA Workflow

  1. Open the deal’s Documents or Doc Collection area and confirm the Deal terms and your PSA Profile buyer block are current.
  2. Generate the PSA and review the buyer, seller, property, price, earnest money, due-diligence period, closing date, and additional terms before continuing.
  3. Preview the compact agreement: cover, agreement articles, signature blocks, and Exhibits A–F. The current template does not include a notary page.
  4. Save the generated Google Doc and PDF in the lead’s 01_Offers_PSA folder, then send through the e-signature workflow and monitor its status.

Current Property Marketing Workflow

  1. Open Market Property or the Property Marketing Generator and select the linked deal or lead.
  2. Confirm the required Regrid parcel view, aerial image, and Google Street View. Street View depends on coverage at the property location.
  3. Upload any BPO, ground, or drone photos; remove incorrect images and place the strongest buyer-facing photo first.
  4. Generate the marketing copy, then verify the headline, price, acreage, zoning, property facts, description, and highlights.
  5. Export the PDF only after all images finish loading, or publish the listing and verify the public page before sharing it.
Quality check: Never send a PSA or marketing package until names, terms, pricing, property facts, addenda, and every required image have been reviewed.
Deal as Source of Truth (Updated)

When generating offer documents, the system now uses the Deal record as the primary data source. Property address, county, offer price, and acreage are pulled from the Deal first. Seller name and email fall back to the linked Lead if not on the Deal. This ensures contracts always reflect the latest deal terms.

Draft Workflow (New)

You can now save offers as drafts and edit them multiple times before sending:

  • Save Draft — Creates the offer record without sending. Appears in Document History as "Draft".
  • View Draft — Opens a formatted preview of all offer details (seller, property, amount, terms).
  • Edit Draft — Reopens the creation form pre-filled with existing data. Updates the same record — no duplicates.
  • Save & Send — Generates the PDF and sends via BoldSign for e-signature.
Essential Documents Checklist:
  • Purchase Sale Agreement (PSA): The core contract with the seller.
  • Assignment Contract: If wholesaling, the contract with your end buyer.
  • Seller Packet: State-specific bundled documents (auto-assembled per state).
  • Title Report / Commitment: Verifies ownership and liens.
  • Property Photos/Maps: For marketing and due diligence.
  • HUD-1 / Settlement Statement: Final financial breakdown.
Pro Tip: Use the "View Draft" preview to verify all details before sending. Editing a draft updates the same record — you'll never accidentally create duplicate offers.
Compliance Alert: Always keep signed copies of all contracts. Never rely on verbal agreements for real estate transactions.

5. Tasks & Action Items

Don't rely on memory. Use Deal Tasks to track every step.

Typical Deal Tasks

  • Send PSA to Title Company (Day 1 of Contract)
  • Order Drone Photos (Day 2)
  • Call County Planning Dept re: Zoning (Day 3)
  • Post Property to Marketplace/Zillow (Day 5)
  • Confirm Closing Date with Escrow Officer (Day 20)

You can assign tasks to team members (e.g., "Assign to VA: Scrape comps") and set due dates to ensure accountability.

6. Collaboration & Notes

Deals often involve multiple people: Acquisition Manager, Disposition Manager, Transaction Coordinator.

  • Deal Notes: Use the "Activity" tab in a deal to log calls, updates, and issues. Tag team members using @mentions.
  • Notifications: Team members get alerted when a deal is assigned to them or a task is due.
  • External Sharing: You can generate a "View Only" link to share deal status with partners or lenders without giving full system access.

7. Closing & Post-Close

The Finish Line

Closing is where the money is made. Ensure a smooth landing:

1

Review Settlement Statement

Check the HUD-1 from title company. Verify purchase price, assignment fee, and proration of taxes.

2

Confirm Funding

Ensure end buyer has wired funds (or you have sent funds if buying).

3

Record Closing in CRM

Mark deal stage as 'Closed Won'. Enter final Sale Price and Actual Profit.

4

Post-Close Tasks

Send thank you gift to seller/buyer. Ask for a testimonial/review. Update your buyer list with the success story.

8. Deal Management Best Practices

Speed Kills (Deals)

Time kills all deals. Respond to seller inquiries fast. Get contracts to title immediately. Do not let deals sit idle.

Over-Communicate

Keep sellers and buyers informed. A weekly update ("Just checking in, waiting on title search") prevents them from getting nervous and backing out.

The "Back-Up" Offer

Always try to have a backup buyer. If Buyer A flakes, you can instantly pivot to Buyer B without losing the deal.