TPJG FLEET — SOP Cultivate
★
The 7C Framework: Phase 2 — Cultivate
The 6 Cultivate SOPs
CV1
CNPE Cadence (Ongoing Cultivation)
Trigger: Daily scheduled prospecting activity
- Calls: daily cultivate list (25 contacts/day, 5 per group)
- Notes: handwritten notes & postcards (Buffini system)
- Pop-Bys: in-person visits with small gifts (quarterly)
- Events: client appreciation events (see Curate phase)
- Rotate touch types — never same method twice in a row
- A+ = weekly, A = bi-weekly, B = monthly, C = quarterly
Non-negotiable: CNPE is the engine that drives referrals
CV2
Client Intake & Analysis
Trigger: Client expresses interest in buying/selling/investing
- Pull property details: HAR Realist + CAD workflow
- Run comps analysis → target price → strategy
- Record conversation (Fireflies / Google Meet / HeyPocket)
- Process transcript → RAS → client file update
- Create client file in Google Drive
Tools: HAR.com, Fireflies, Google Meet, HeyPocket
CV3
Consultation & Presentation
Trigger: Intake complete, client qualified
- Present buyer or seller presentation
- Review market data, pricing strategy, timeline
- Discuss representation agreement terms
- Address objections using Never Split the Difference techniques
- If qualified, proceed to agreement execution
Key: listen first, present second — hear the other party
CV4
Agreement Execution
Trigger: Client agrees to representation
- Execute representation agreement (buyer or seller)
- Upload to Jointly (deal creation)
- UPSERT transaction team + transaction partners
- Set up client communication cadence
- Notify team of new active client
Tools: Jointly for all transaction document management
CV5
Readiness (Buyer vs. Seller Divergence)
Trigger: Agreement executed, preparing for market
| Buyer / Tenant | Seller / Landlord |
|---|
| Pre-approval or proof of funds |
Make Ready: repairs, remodel, deep clean, staging |
| Lender connection + pre-qual letter |
Photography + videography |
| Budget confirmation |
Listing preparation (MLS entry, marketing) |
Exception: luxury listings ($900K+) require enhanced staging package
CV6
Engagement (Pre-Transaction)
Trigger: Client is market-ready
| Buyer: Showing Tour | Seller: Marketing |
|---|
| Schedule via ShowingSmart |
Listing live on HAR/MLS |
| Property feedback after each showing |
Social, Homes.com, Luxury Presence |
| Offer preparation (Jointly TXR forms) |
Offer review: compare addenda, unusual terms |
Seller offer process: Open estimate → Compare offer+addenda → Capture terms → Counter/Accept/Reject
6 SOPs. One Phase.
Nurture every relationship to transaction-ready.
Cultivate Pathway Flow
🔨
From Contact to Transaction
The journey from relationship to active deal
CNPE Cadence
→
Intake & Analysis
→
Consultation
→
Agreement
→
Readiness
→
Engagement
75 knowledge sources indexed | Daily cultivate list automated | Jointly workflow active
Daily Cultivate Activities
📞
Calling Discipline
Daily Minimums
- 25 contacts per day from automated cultivate list
- 5 contacts per group rotation
- A+ contacts called weekly minimum
- Log every call in ReferralMaker
- AI-logged activities marked with robot emoji
📝
Touch Type Rotation
CNPE Method
📞 Calls
Phone calls, video calls — most personal
✉ Notes
Handwritten cards, postcards (Buffini system)
🎁 Pop-Bys
In-person visits with small gifts (quarterly)
🎉 Events
Client appreciation, community events
🎯
Tools & Systems
Tech Stack
- CRM: ReferralMaker (3,165+ contacts)
- Recording: Fireflies / Google Meet
- Transcription: HeyPocket
- Showings: ShowingSmart
- Transactions: Jointly
- MLS: HAR.com
Cultivate is the bridge.
Contact becomes transaction here.