Manage Your Pipeline
Work the UBH Sales Pipeline and keep stages, probabilities, outcomes and next steps accurate.
Managing deals
A deal is an opportunity to sell a home. Keep it accurate and keep it moving.
UBH runs a single Sales Pipeline in HubSpot. Every buyer opportunity lives there, from the first completed meeting through deposit and contract.
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 promptsUpdating 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.
- Sale (20%) — a sale has been made and the buyer has entered the pipeline.
- Decision Meeting (50%) — the meeting where the buyer makes their decision is set or underway.
- Advancing to Close (70%) — the buyer is moving forward and the file is progressing toward close.
- Ready to Close (80%) — everything needed to close is in place.
- Closed - Advancing to Booked (90%) — closed and moving toward being booked.
- Ready to Book (90%) — the file is ready to be booked.
- Booked (Won, 100%) — the deal is booked.
- Cancelled (Lost, 0%) — the deal is cancelled. Always record a reason.
- Long Term (20%) — a real buyer whose timeline is far out. Keep nurturing them.
You cannot skip stages
Every stage in the UBH Sales Pipeline restricts skipping, so move deals one stage at a time in order. If a deal seems to jump ahead, walk it through the stages it actually passed.
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.
Tip
Record outcomes the same day. Details fade fast, and a delayed update is often an update that never happens.
Five Daily Habits
- 1Review your Sales Workspace every morning.
- 2Respond to new contacts promptly.
- 3Log meaningful prospect communication.
- 4Keep contact and deal information current.
- 5Always create the next follow-up task.
“Preparation creates confidence. Consistent follow-up creates results.”