Real Estate Viewers, Salesforce, and Unlatch: How the Tools Fit Together

Most Australian off-the-plan sales teams already have at least one system in place — whether that's Salesforce mandated by head office, Unlatch required by the developer, or simply a shared spreadsheet that's held things together longer than anyone expected. The question we hear most often isn't "should we replace everything?" It's "where does Real Estate Viewers fit in what we already have?"

The short answer: it fills the gap that every other tool leaves open — the day-to-day pipeline work of knowing where each buyer is, who to call today, and what to say when you call them.

What each tool actually does

The three platforms often mentioned together serve genuinely different purposes. Understanding those purposes is the starting point for deciding how to combine them.

Unlatch: the EOI and contract layer

Unlatch is built for the transaction moment — the EOI submission, contract preparation, e-signature, and solicitor handoff. For developers and project marketers, it provides a centralised view of all contracts across a portfolio. It's where the deal becomes a legal document.

What Unlatch does exceptionally well:

• Digital EOIs and contracts — buyers submit expressions of interest and sign electronically, reducing paperwork friction significantly
• Developer-side portfolio view — head office and project developers see all signed contracts in one place
• Solicitor connectivity — Unlatch connects the sales process to conveyancing workflows
• Stock status at the contract level — which units are under contract, which are available for EOI

Where the gap appears: Unlatch picks up from the EOI stage onward. A buyer who's spent three months attending open homes, getting finance approved, and comparing floor plans has had an entire relationship with your agency before they ever appear in Unlatch. That pre-EOI journey — and the post-settlement nurturing that comes after — lives somewhere else, or often nowhere at all.

Salesforce: the enterprise data backbone

Salesforce is the world's most widely used CRM platform, and many larger property groups run their contact databases through it. If your agency operates inside a corporate group, Salesforce may already be the system of record for contacts, marketing lists, and activity logging.

What Salesforce does well at scale:

• Central contact database — a single place to store every prospect, lead, and client across the entire organisation
• Enterprise reporting — cross-portfolio dashboards, executive reporting, and integration into broader company analytics
• Marketing automation connectivity — links to email platforms, paid media, and campaign tracking at the organisation level
• Workflow and approval chains — enterprise-scale process automation for organisations with compliance requirements

Where the gap appears: Salesforce is designed around the B2B concept of Accounts, Contacts, and Opportunities — not around a buyer who is simultaneously managing finance approval, deciding between two floor plans, and waiting for their current lease to expire. Configuring Salesforce to understand OTP stages, settlement dates, and readiness signals typically requires significant custom development. The contact is in Salesforce; the daily pipeline context usually isn't.

Real Estate Viewers: the day-to-day pipeline layer

Real Estate Viewers is built for the work that happens between the first display suite walk-in and the keys handover — the daily rhythm of knowing who's moving, who's stalled, and who needs a call today.

It sits alongside your existing tools rather than replacing them:

• Full OTP buyer pipeline — nine stages pre-built (Browsing → Comparing → Finance → Ready → Deposited → Construction → Pre-Settlement → Settled), with recommended next actions at each stage
• Buyer readiness scores — a 0–100 score updated from engagement signals that tells you who's actually close to signing, not just who has been in the pipeline longest
• Settlement tracker — countdown timers, urgency flags (Urgent / Soon / Tracking), and pre-settlement checklists for every post-deposit buyer
• Stage-matched nurture templates — 24 pre-written templates across Email, SMS, and WhatsApp that match the buyer's current stage, ready to personalise and send
• Display suite capture mode — a mobile-optimised form designed for use on a tablet at the display suite, feeding walk-ins directly into the pipeline
• Multi-project view — floor-by-floor stock grids, per-project pipeline filters, and commission tracking across all your active developments

How the tools work together in practice

The most common setup we see — and the one that works cleanest — uses each tool at its strongest point:

• Real Estate Viewers handles the full buyer journey: capturing walk-ins at the display suite, tracking stage progression, scoring readiness, sending nurture messages, and managing the post-deposit settlement countdown
• Unlatch handles the contract moment: when a buyer is Ready, the agent moves them to Unlatch for EOI, e-signature, and solicitor coordination. Lead source data from Unlatch flows back into Real Estate Viewers so buyer profiles stay complete.
• Salesforce remains the organisation-level contact database and reporting layer. Real Estate Viewers integrates with Salesforce so that lead source data — where a buyer originally came from — surfaces in their profile without requiring manual data entry in two systems.

None of these tools step on each other. Unlatch owns the contract. Salesforce owns the contact record and executive reporting. Real Estate Viewers owns the daily sales activity — the pipeline view, the follow-up queue, and the messages that keep buyers moving forward.

If you're running Salesforce now

Adding Real Estate Viewers to an existing Salesforce setup isn't a migration — it's an extension. The contacts your team has already built in Salesforce stay there. Real Estate Viewers adds the OTP-specific layer on top: the buyer stages, readiness scoring, and settlement tracking that Salesforce wasn't built to handle natively.

Agents who use both typically describe it this way: Salesforce tells them who they know; Real Estate Viewers tells them what to do about it today.

If you're running Unlatch now

Unlatch and Real Estate Viewers are complementary by design. Unlatch picks up from EOI forward; Real Estate Viewers covers everything before that and everything after. The integration means that when a buyer's lead source is recorded in Unlatch, it appears in their Real Estate Viewers profile automatically — so your team always has context about where a buyer came from, regardless of which system they're looking at.

Starting small

For most agencies, the starting point is simple: add Real Estate Viewers and keep everything else running as it is. Your Salesforce contacts don't move. Your Unlatch contracts keep flowing. You gain a pipeline view your team can actually use every morning — one that tells you who to call, what stage they're at, and what message to send.

Most agencies are fully operational within a day. There's no migration, no disruption to existing workflows, and no "big bang" switch. It adds to what's already working rather than replacing it.

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