Olson HomesSuccess Center

Manage Your Pipeline

Work the Olson Homes Sales Pipeline and keep stages, probabilities, outcomes and next steps accurate.

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Managing deals

A deal is an opportunity to sell a home. Keep it accurate and keep it moving.

Olson Homes runs a single Sales Pipeline in HubSpot. Every buyer opportunity lives there, from the first completed meeting through deposit and contract.

Open Deals in HubSpot

Tip

Filter the board by Close date this month to see what your month actually depends on.

Breeze, HubSpot's built-in AI, can review the pipeline with you. Open a deal, click the Breeze sparkle icon and ask “Summarise this deal and tell me what the next step should be”, or from the deals board ask “Which of my open deals have had no activity in the last two weeks?”

Breeze tip

Use Breeze to find stale deals, not to decide stages. A stage only moves when the buyer has actually taken the action — that judgement stays with you.

Get copy-and-use prompts for pipeline reviews, stale deals and manager updates.

See Breeze prompts

Updating deal stages

Stages tell the whole company where each buyer stands.

Move a deal forward only when the buyer has genuinely taken the action that defines the stage. Drag the card on the board, or open the deal and change the stage field. Each stage carries a probability that feeds the company forecast.

  • Meeting completed / Engaged (20%) — the meeting happened and it was not a no. The buyer is engaged and there is something to work with.
  • Qualified Buyer (30%) — you have confirmed budget, timing and motivation.
  • Be-back meeting intended (30%) — the buyer has committed to coming back for a second visit.
  • Need other decision maker (40%) — the deal is real but a spouse, partner or family member still has to see it.
  • Narrowed down plan / homesite (60%) — the buyer has settled on a specific plan and/or homesite.
  • Prequal in Process (80%) — the buyer is actively working through lender prequalification.
  • Deposit (Won, 100%) — the buyer has placed their deposit.
  • Under Contract (Won, 100%) — the purchase agreement is executed.
  • Lost Deal / Dead Lead (Lost, 0%) — the opportunity is closed. Always record a reason.
  • Long Term (20%) — a real buyer whose timeline is far out. Keep nurturing them.

Deposit and Under Contract are restricted

Deposit and Under Contract restrict backward movement. Only move a deal into them when the deposit or signed agreement is genuinely in hand.

Be honest with stages

Inflating a stage to look busy distorts forecasting for the whole business. An accurate pipeline is more valuable than an optimistic one.

Recording meeting and sales outcomes

Close the loop on every meeting.

Open Contacts in HubSpot

Tip

Record outcomes the same day. Details fade fast, and a delayed update is often an update that never happens.

Five Daily Habits

  1. 1Review your Sales Workspace every morning.
  2. 2Respond to new contacts promptly.
  3. 3Log meaningful prospect communication.
  4. 4Keep contact and deal information current.
  5. 5Always create the next follow-up task.

“Preparation creates confidence. Consistent follow-up creates results.”